麦肯锡销售知识管理-英文.pptVIP

PharmaCo Case Study: Achieving Sales Growth through Knowledge Management Background A number of Business issues were to be adressed... Knowledge in the organisation tends to be isolated in Silo’s and therefore poorly exploited There are many examples of ‘re-inventing the wheel’ PharmaCo is presently meeting market demand through increased sales personnel at the expense of improving their effectiveness Mechanisms to formalise knowledge are not commonly in place Most initiatives appear to stop at the concept phase and do not get implemented into the organisation Knowledge sharing is not yet em