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Knowledge Management for Sales and Marketing by Nick Milton, Tom Young

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3

Knowledge management processes in sales, bidding and marketing

Up to now we have talked about the different types of knowledge that would be needed by sales teams and sales reps, by marketing teams, by bid teams and by the entire supply chain, and we have also suggested some of the knowledge management processes and technologies that could be used as part of a knowledge management framework for these teams and individuals. In this chapter we will discuss the processes in enough detail in order for you to be able to apply them within your own sales, bidding or marketing context.

We will start with the large-scale processes and work towards the smaller scale.

Figure 3.1 Knowledge management processes

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