Competitive intelligence and the sales force : (Record no. 197738)

MARC details
000 -LEADER
fixed length control field 04222nam a2200541 i 4500
001 - CONTROL NUMBER
control field ebr10810725
003 - CONTROL NUMBER IDENTIFIER
control field CaPaEBR
005 - DATE AND TIME OF LATEST TRANSACTION
control field 20180830115336.0
006 - FIXED-LENGTH DATA ELEMENTS--ADDITIONAL MATERIAL CHARACTERISTICS
fixed length control field m eo d
007 - PHYSICAL DESCRIPTION FIXED FIELD--GENERAL INFORMATION
fixed length control field cr cn |||m|||a
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 131216s2014 nyu foab 001 0 eng d
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
Canceled/invalid ISBN 9781606496169
Qualifying information paperback
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 9781606496176
Qualifying information e-book
040 ## - CATALOGING SOURCE
Original cataloging agency CaBNVSL
Language of cataloging eng
Description conventions rda
Transcribing agency CaBNVSL
Modifying agency CaBNVSL
035 ## - SYSTEM CONTROL NUMBER
System control number (OCoLC)865546305
050 #4 - LIBRARY OF CONGRESS CALL NUMBER
Classification number HD38.7
Item number .L433 2014
082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number 658.47
Edition number 23
100 1# - MAIN ENTRY--PERSONAL NAME
Personal name Le Bon, Jo�el.,
Relator term author.
245 10 - TITLE STATEMENT
Title Competitive intelligence and the sales force :
Remainder of title how to gain market leadership through competitive intelligence /
Statement of responsibility, etc. Jo�el Le Bon.
250 ## - EDITION STATEMENT
Edition statement First edition.
264 #1 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE
Place of production, publication, distribution, manufacture New York, New York (222 East 46th Street, New York, NY 10017) :
Name of producer, publisher, distributor, manufacturer Business Expert Press,
Date of production, publication, distribution, manufacture, or copyright notice 2014.
300 ## - PHYSICAL DESCRIPTION
Extent 1 online resource (xxi, 123 pages)
336 ## - CONTENT TYPE
Content type term text
Source rdacontent
337 ## - MEDIA TYPE
Media type term computer
Source rdamedia
338 ## - CARRIER TYPE
Carrier type term online resource
Source rdacarrier
490 1# - SERIES STATEMENT
Series statement Selling and sales force management collection,
International Standard Serial Number 2161-8917
500 ## - GENERAL NOTE
General note Part of: 2013 digital library.
504 ## - BIBLIOGRAPHY, ETC. NOTE
Bibliography, etc. note Includes bibliographical references (pages 117-119) and index.
505 0# - FORMATTED CONTENTS NOTE
Formatted contents note Biography -- Acknowledgments -- Preface -- Introduction -- 1. Information, intelligence, and sales strategy -- 2. Competitive intelligence and the market-oriented organization -- 3. Competitive intelligence and the sales organization -- 4. Competitive intelligence acquisition, management, and sales ethics -- Conclusion -- Notes -- References -- Index.
506 1# - RESTRICTIONS ON ACCESS NOTE
Terms governing access Access restricted to authorized users and institutions.
520 3# - SUMMARY, ETC.
Summary, etc. Government intelligence agencies throughout the world are finding once again that human abilities and sources rather than technology are more reliable and instrumental in intelligence gathering efforts. Companies have known this for quite some time and have tried to leverage their best source of competitive intelligence: the sale force! Because of their daily presence in the field and favored relationships with their customers, salespeople are the eyes and ears of their companies. In the new economic war, managers cannot take the chance of not being fully aware of the way they could be threatened by the competition. Yet, organizations face great difficulties to stimulate salespeople's collection and dissemination of competitive intelligence, and to manage market-based intelligence efficiently. This book aims to assist sales and marketing managers face such challenges while providing them with answers to the following key questions: How can a firm transform information into intelligence? What kind of information should be collected in the field? How can a firm manage and distill market-based intelligence across its functions and maintain a market orientation strategy? What is the best method to enhance and sustain the sales force's commitment to the firm's competitive intelligence system? Which methods might improve salespeople's competitive intelligence acquisition techniques and exploitation capabilities? How should firms approach ethical questions surrounding competitive intelligence activities? By leveraging the latest research, practitioners' interviews, companies' best practices, along with practical tools and guidelines, this book helps organizations achieve their market-orientation strategy and maintain a sustainable competitive edge.
530 ## - ADDITIONAL PHYSICAL FORM AVAILABLE NOTE
Additional physical form available note Also available in print.
538 ## - SYSTEM DETAILS NOTE
System details note System requirements: Adobe Acrobat reader.
538 ## - SYSTEM DETAILS NOTE
System details note Mode of access: World Wide Web.
588 ## - SOURCE OF DESCRIPTION NOTE
Source of description note Title from PDF title page (viewed on December 16, 2013).
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element Business intelligence.
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element Sales force management.
653 ## - INDEX TERM--UNCONTROLLED
Uncontrolled term sales management and leadership
653 ## - INDEX TERM--UNCONTROLLED
Uncontrolled term competitive advantage
653 ## - INDEX TERM--UNCONTROLLED
Uncontrolled term customer relationship
653 ## - INDEX TERM--UNCONTROLLED
Uncontrolled term competitor analysis
653 ## - INDEX TERM--UNCONTROLLED
Uncontrolled term market orientation
653 ## - INDEX TERM--UNCONTROLLED
Uncontrolled term Sales force
653 ## - INDEX TERM--UNCONTROLLED
Uncontrolled term competitive intelligence
776 08 - ADDITIONAL PHYSICAL FORM ENTRY
Relationship information Print version:
International Standard Book Number 9781606496169
830 #0 - SERIES ADDED ENTRY--UNIFORM TITLE
Uniform title Selling and sales force management collection.
International Standard Serial Number 2161-8917
830 #0 - SERIES ADDED ENTRY--UNIFORM TITLE
Uniform title 2013 digital library.
856 40 - ELECTRONIC LOCATION AND ACCESS
Uniform Resource Identifier <a href="http://site.ebrary.com/lib/daystar/Doc?id=10810725">http://site.ebrary.com/lib/daystar/Doc?id=10810725</a>
Public note An electronic book accessible through the World Wide Web; click to view

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