Knowledge Enhancement and Transfer
A procedure for knowledge enhancement and transfer to increase efficiency of sales teams
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The motivation to work on a master thesis, which is dealing with the area of knowledge management, is rooted in my strong belief that there is a difference between good and excellent teams - especially in the area of sales, where sandwich managment between customer and the own firm is one of the major challenges. Over the time, it became more and more obvious to me that this different perception of team performance has to do with how information is shared, and how this information is incorporated as knowledge into the team and the operative working style of the team. All proposed measures can ...
The motivation to work on a master thesis, which is dealing with the area of knowledge management, is rooted in my strong belief that there is a difference between good and excellent teams - especially in the area of sales, where sandwich managment between customer and the own firm is one of the major challenges. Over the time, it became more and more obvious to me that this different perception of team performance has to do with how information is shared, and how this information is incorporated as knowledge into the team and the operative working style of the team. All proposed measures can be applied on team level, independent of any corporate structures, which allows a very flexible and practical way of introduction. But, this book is also discussing the barriers of knowledge management as well as centralism and process adherence versus knowledge responsibility, in order to establish a balanced view on the topic.
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