Don Barclay, a professor of marketing at the Richard Ivey School of Business, ` team up Selling - Whats In It for you? (1997) focuses on the phylogenesis of team exchange, where it started, where it is today, how and when to use it. The development of technology and the need for mingled solutions involving this technology rather than a single product gave suffer to the concept of team exchange.
With the emergence of providers of high-technology products in the 60s and 70s, it was no longer possible for the lone sales somebody to perform completely the necessary duties to make the sale. As verbalize by Barclay (1997) large organizations demanded systems solutions, not mediocre someone who would sell them hardware, the trend of sell just one product has shifted to selling multiple products, the implementation and support of such products bundled into a `solution. You whitethorn have people from sales, marketing, accounting, research and development, and technical support areas all involved to varying degrees in responding to a clients needs, says Barclay (1997), teams were formed for new(prenominal) purposes and essentially developed into what we know as team selling today. As said by Barclay (1997) The growth of team selling is changing conventional ideas about sales and customer service.
Team selling is a lot more then just a concept, it has changed how we perceive the sales force both as a customer and seller. The sales person has become an attachment of the customer organization team members essentially serve as consultants to the customer Says Barclay (1997), where employees are getting involved in areas impertinent the conventional sales force such as history management, invoicing and pricing. The concept of team selling has now been adopted by industries outside the technology sector, with use in less-technology-oriented businesses such as advertising, consumer packaged...
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