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

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11

Setting up a knowledge management framework for sales, marketing and bidding

In the previous chapters, we have looked at some of the principles of knowledge management, we discussed some of the ‘knowledge needs’ involved in sales, in marketing and in bidding (and some aspects of the knowledge management frameworks to fulfil these needs) and highlighted a selection of the key knowledge management processes, technologies and roles that may be used in a sales, marketing or bidding context. Many of these were illustrated in Chapters 8, 9 and 10: the case studies from BT, Mars and the Ordnance Survey.

In this chapter we will help you through the thought process required to create a suitable knowledge management framework for your organisation ...

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