Selling Trends: Use of Customer TeamsAs we noted in our discussion of technical specialists, salespeople may require the assistance of others in their organization to effectively deal with prospects. In fact, many companies are moving away from the traditional sale force arrangement, where a single salesperson handles nearly all communication with an account, in favor of a team approach where multiple people are involved. Teams consist of individuals from several functional areas such as marketing, manufacturing, distribution, and customer service. In some configurations all members share bonuses if the team meets sales goals. Clearly to be effective a team approach requires the implementation of customer relationship management systems that we discussed earlier.
Add Comment |
Personal SellingMore ResourcesKnowThis: Marketing Basics Book396 pages - Only $25
Samples of Marketing TutorialsTypes of Sales Promotion In the Sales Promotion tutorial we saw that promotions can be classified into three main areas:Consumer Market-DirectedTrade Market-DirectedBusiness-to-Business Market-Directed.In this tutorial we look more deeply into each of these classifications by examining the different types of promotions that fall into each. As we will see much of wh |


0 Comments