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Table Of Contents

Preface
YOUR INFOMENTALITY
INTELLIGENCE-GATHERING MENTALITY
ELEMENTS OF THE INTELLIGENCE-GATHERING MENTALITY
YOUR INTELLIGENCE-GATHERING PLAN
THE TRAP OF MUNDANE TASKS
SIMPLE INFORMATION REQUEST
UNDERSTAND THE SOURCE INFORMATION
SYNTHESIZE THE DATA
DISSEMINATE THE KNOWLEDGE
ACT ON THE KNOWLEDGE
UPDATE THE KNOWLEDGE
WHAT BUSINESSES NEED
RISKS
THE ULTIMATE GOAL
CONCLUSION
CHOOSE YOUR PARAMETERS CAREFULLY
THE KNOWLEDGE ADVANTAGE
THE 10-STEP PROCESS FOR BUILDING USEFUL KNOWLEDGE
INFORMATION BASICS
WHY INFORMATION GATHERING IS IMPORTANT TO SALES
INFORMATION GATHERING AS A BASIC SKILL
EXTERNAL INFORMATION SOURCES
OPINIONS
AIM OF THE KNOWLEDGE MANAGEMENT PROGRAM: GETTING AND KEEPING NEW CLIENTS
BASIC ELEMENTS OF SUCCESSFUL INFORMATION GATHERING
1.WHAT does a buyerlookfor?
WHAT DOES A BUYER LOOK FOR?
WHY DOES A BUYER SEEK A PARTICULAR PRODUCT OR SERVICE?
WHEN DOES A BUYER MAKE THOSE PURCHASES?
HOW DOES A PROSPECTIVE BUYER CHOOSE AMONG SOURCES?
WHERE CAN YOU FIND CONTACT INFORMATION?
WHO SHOULD YOU SPEAK WITH?
YOUR COMPETITION: COLLEAGUES OR ENEMIES?
GATHERING INFORMATION ON YOUR COMPETITORS
SOURCES OF COMPETITOR INFORMATION
WHAT YOU SHOULD KNOW ABOUT YOUR COMPETITION
KEEP A CENTRAL DATABASE
WHAT CONSTITUTES GOOD SERVICE?
WHAT DO CUSTOMERS WANT?
COMMUNICATION
SURVEYS
EXIT INTERVIEWS
ENTRY INTERVIEWS
INFORMATION SOURCES
CUSTOMER BASE
COMPETING THROUGH KNOWLEDGE
MISINFORMATION
THE ART OF NETWORKING
THE RIGHT KNOWLEDGE
SUCCESSFUL RELATIONS WITH INFORMATION SOURCES
WHY WE GATHER INFORMATION
WHY YOU MUST PLAN
THE PLANNING PROCESS
WHY INFORMATION-GATHERING PLANS FAIL
WHERE TO FIND ADDITIONAL INFORMATION
P. 1
Executive's Guide to Knowledge Management: The Last Competitive Advantage

Executive's Guide to Knowledge Management: The Last Competitive Advantage

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Published by Wiley
A step-by-step guide for turning information into advantage
This book describes a ten-step method that empowers companies to transform their information into knowledge, helping managers develop and maintain a balanced knowledge plan, solve information shortfalls, and take advantage of the information at their fingertips.
A step-by-step guide for turning information into advantage
This book describes a ten-step method that empowers companies to transform their information into knowledge, helping managers develop and maintain a balanced knowledge plan, solve information shortfalls, and take advantage of the information at their fingertips.

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Publish date: Nov 14, 2002
Added to Scribd: Dec 24, 2012
Copyright:Traditional Copyright: All rights reservedISBN:9780471445517
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08/29/2014

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