This represents the most sensible starting point for any organization and should come before going to great lengths of resource expenditure in acquiring data from outside. Much useful information is generated within all organizations simply in the course of their normal operations. A simple analysis of accounting data should indicate what is being sold, in what sizes, at what prices and to whom in terms of geographical area, type of customer and so on. The key to making use of internal desk research sources is to organize the collection of data in such a way that it is not only useful but also usable. The acquisition, organization and use of internal desk research sources are explored more fully in Chapter 3.
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