search query: @journal_id 1738 / total: 235
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| Author: | Moore, M. Rue, K. De La |
| Title: | Closing the deal with the help of knowledge: an informed B2B salesforce is more productive and more successful |
| Journal: | Knowledge Management Review
2008 : JUL/AUG, VOL. 11:3, p. 14-19 |
| Index terms: | knowledge management salespeople business-to-business |
| Language: | eng |
| Abstract: | This article provides greater understanding about how knowledge management (hereafter as KM) can help salespersons to do their jobs. Attention is paid on three main types of knowledge important for salespersons: selling knowledge, customer knowledge and offering knowledge. The article offers tools and tips how to improve KM in a sales organization. |
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