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Competitive Intelligence Acquisition, Management, and Sales Ethics
內容大綱
In Chapter 4, Competitive Intelligence Acquisition, Management, and Sales Ethics (24 pages), the author reviews field investigation strategies for sales people and organizational systems for information. The author explains that sales people gain market insight by developing a network and drawing out information, and notes key elements in training and coaching for these skills. He considers three ways in which salespeople gather data: being given information, asking for information, or investigating and finding information. He explains that the organization is responsible for gathering, consolidating, and processing information and offers practical guidance for each step of the process. He outlines specific questions and processes for collecting and communicating information within an organization. He concludes with considerations of the importance of setting rules around ethical information gathering.