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Wissensmanagement im Vertrieb

Wissensmanagement im Vertrieb

          
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About the Book

Wissenschaftlicher Aufsatz aus dem Jahr 2014 im Fachbereich BWL - Unternehmensführung, Management, Organisation, Note: 1,3, Hochschule Heilbronn, ehem. Fachhochschule Heilbronn, Sprache: Deutsch, Abstract: Das Ziel dieser Arbeit ist es, einen Ansatz für die Umsetzung von Wissensmanagement im Vertrieb zu präsentieren. Der Fokus wird dabei nicht auf die Ansammlung und Auswertung mithilfe von neuen Informationstechnologien gesetzt, sondern vielmehr auf den Erwerb, die Verteilung und die Nutzung von Wissen im Vertrieb gelegt. Die Arbeit ist folgendermaßen gegliedert: Im 2. Kapitel werden grundlegende Begriffe wie Daten, Informationen, Wissen und Wissensmanagement vorgestellt. Anschließend wird im 3. Kapitel das Modell der Bausteine des Wissensmanagements erläutert. Im 4. Kapitel findet die Anwendung des Modells im Vertrieb statt. Das letzte Kapitel gibt nochmal einen übergreifenden Ausblick. Das Wissenswachstum weist seit Jahren eine sprunghafte Tendenz nach oben auf. Im Gegensatz dazu hat Wissensmanagement in den letzten Jahren an Präsenz verloren. Dennoch ist es immer noch genauso wichtig wie um das Jahr 2000, als ein regelrechter Hype um Wissensmanagement vorherrschte. Durch die dynamische Entwicklung der Produkte und auch der Möglichkeiten in der Informations- und Kommunikationstechnologie ist das Wissen, welches von Unternehmen benötigt wird, nicht nur vielfältiger, sondern auch komplexer geworden. Viele Mitarbeiter sind heute überfordert und kaum noch in der Lage, das gesamte benötigte Wissen zu besitzen. Insbesondere der Vertrieb gehört aufgrund der vielen Kontakte und Schnittstellen zu den wissensreichsten Beriechen eines Unternehmens. Durch Kommunikation und Beobachtung von anderen Marktteilnehmern muss die Vertriebseinheit sowohl das Unternehmen mit dem benötigten Wissen über Entwicklungen und Bedürfnisse versorgen, als auch die Kunden durch Verwendung des eigenen Wissens bedienen. Dabei besteht im Vertrieb die Herausforderung, den Bedarf eines Kun


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Product Details
  • ISBN-13: 9783668408272
  • Publisher: Grin Verlag
  • Binding: Paperback
  • Language: German
  • Returnable: N
  • Weight: 50 gr
  • ISBN-10: 3668408270
  • Publisher Date: 06 Apr 2017
  • Height: 210 mm
  • No of Pages: 28
  • Spine Width: 2 mm
  • Width: 148 mm


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