Intellectual Capital Management In Sales

The theory of intellectual capital management is a breakthrough. This paper is applying this theory to the case study of DX group enterprise's sales administration to develop a framework of intellectual capital management in sales.Beginning with the study of sales administration practice of DX group enterprise,we find that it is necessary to innovate in sales management. After introduction of the basic theory of intellectual capital (i.e.,the theory of internal growth economics,the theory of internal competitive advantage,the theory of route-reliability and learning-by-doing),we propose that intellectual capital is composed by human capital,structure capital and customer capital,and that intellectual capital management is to increase their value at the base of knowledge management. Then we develop a framework of intellectual capital management in sales administration of DX group enterprise. The framework mainly includes:to build the technical structure and organizational structure for knowledge management,to implement humane management,to simplify the sales organization structure and reengineer sales process,to classify customers and learn with them together to exploit their full value.The framework researched is an actual trial program implemented in DX Group enterprise which has achieved much and could be a new sales management model for reference..