Abstract
This is the first case from a series of three cases. The case describes situation in Eureka Forbes Ltd. (EFL) which is a 'direct sales' company. EFL is planning to start Knowledge Management (KM) initiatives. The strength of the company is its sales people who work under tremendous performance and social pressures. There is a significant variation between competencies of various sales personnel, and EFL wants to bridge the gap. What should be the strategy for KM is the prime question.
Additional Information
| Product Type | Case (colour) |
|---|---|
| Reference No. | BP0337(A) |
| Title | Managing Knowledge of Field Staff: Creating Knowledge Management Processes at Eureka Forbes |
| Pages | 13 |
| Published on | Mar 31, 2011 |
| Authors | Verma, Sanjay; |
| Area | Strategy (STR) |
| Discipline | IT and Systems, Strategic Management |
| Sector | Manufacturing |
| Keywords | Knowledge Management , Sales Force Mangement , Direct Marketing |
| Country | India |
| Organization | Eureka Forbes Ltd. |
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