Wang's intranet for sales

http://www.cio.com/archive/webbusiness/010197_wang.html

This case explains how Wang built and used an intranet called "Knowledge Exchange" to support its sales people.

Questions:

1. What problems did this intranet address? Why was it potentially important to the sales people?

2. What were some of the technical challenges in making this intranet effective?

3. Explain whether the intranet changed the sales process.

4. Explain whether the intranet's implementation required changes in the organization's culture.

5. Define several criteria for the success of the intranet and explain whether it seemed to be successful in terms of these criteria.

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