CLOSING THE DEAL WITH THE HELP OF KNOWLEDGE

• Published in: Knowledge Management Review Vol. 11; no. 3; p. 14
• Main Authors: Moore, Matt, Rue, Keith De La
• Format: Trade Publication Article
• Language: English
• Published: Chicago MELCRUM PUBLISHING 01.07.2008
• Subjects: Automation; Business to business commerce; Closing the sale; Competitive advantage; Customer relations; Customer relationship management; Customer services; Knowledge; Knowledge management; Productivity measurement; Sales; Salespeople; Teams; United States > US

In this article, the authors aim to outline the specific issues faced by a KM practitioner working in a sales environment, so that they can understand that environment better and deliver superior results to stakeholders. Most organizations will have a sales method and a sales process. The two are li...