نحو تبني أبعاد إدارة المعرفة في تأهيل مندوبي البيع لتحسين الإبداع لدى المؤسسات الصناعية الجزائرية

الملخص EN

The paper’s aim of this paper is to clarify the importance of knowledge management in the management’s literature and approach, through the focus on the intellectual capital development (human, structural and customer), and according to the dimensions of knowledge, technology and information’s management.

This article concentrates on intellectual human development of the direct sale forces in industrial goods, which is distinguished by strong dependence to the capacities of communication and negotiation in order to convince customers