Strategic intelligence activity: The management of the sales force as a source of strategic information
研究影响销售人员向管理层传递环境信息速度的因素，基于一家工业公司销售人员的探索性调查，提出将销售队伍作为高效战略信息源的管理政策。
Abstract Environmental information is very important to strategic management. Human sources are among the most commonly used sources of information and among them, boundary people, such as salesman, hold a privileged position. One dimension which measures the quality of a strategic response is its speed of implementation. Recognizing this, to ensure a good (fast) strategic response, fast communication of information is imperative. This article focuses on factors which influence the speed of communication of environmental information. It is based on an exploratory research which has been carried out on a sample of salesmen of an industrial company. Management policies regarding the use of the sales force as an efficient source of strategic information are proposed in conclusion.