Cross-functional selling teams - The loss of control of the selling function |
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Authors: | John W Wilkinson |
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Institution: | 1.School of Marketing,University of South Australia,Adelaide and Whyalla,Australia |
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Abstract: | Selling has become dispersed through the use of selling teams that include members from functional areas other than marketing or sales. This now occurs within many firms utilising key account management strategies, within both business-to-business and business-to-reseller environments. This article is aimed at developing a better understanding of factors affecting ‘team selling’ and its impact on sales performance, with clear benefits to company management. |
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