Examples of Team Selling in the following topics:
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- Team selling is sometimes used in real estate.
- When a company decides to use a team-selling approach, there are several factors to consider:
- Team selling should be used when there is a chance for high sales and profit.
- Team selling shows clients that a company has more than one person with strong selling capabilities, giving the client a higher comfort level about the company.
- Some real estate firms use team selling to improve sales and increase customer loyalty.
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- In contrast, personal selling uses personal contact with target markets to generate new sales.
- These are front line salespeople, who are supported by technical support teams and marketers.
- Some of the primary objectives that fall under personal selling include:
- Selling physical products and services such as books, cars and financial services.
- Providing sales support in retail and wholesale selling.
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- At large corporations such as IBM, support personnel includes technical specialists who assist or play a key role on customer account teams.
- This may be ongoing as part of a key account team or on a temporary basis, with the specialists being called in to the selling situation when required.
- Marketing, advertising, and public relations professionals often support sales and executive teams during the prospecting and evaluation phases of the sales process.
- Marketing teams may also be involved in organizing events for potential and existing customers, or exhibiting at trade shows to promote their brand and generate new leads for salespersons.
- Highly technical companies like IBM often have technical support salespeople on major account teams.
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- In team and group presentations, these processes can serve to:
- Team members within groups must:
- Another approach to the dynamics of a team presentation involves looking specifically at the strategies that guide interactions between group members throughout the team effort .
- Establishing ground rules: Establishing ground rules sets expectations for each group member on how the group plans to achieve its end goal (e.g, educate students, sell a product to prospects, etc).
- Managing team cooperation: This strategy applies to group meetings.
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- Personal selling is when salespersons use a process to engage customers and take a sales order that may not otherwise have been made.
- The personal selling process is a seven step approach: prospecting, pre-approach, approach, presentation, meeting objections, closing the sale, and follow-up.
- Marketing improves the selling environment and plays a very important role in sales.
- Achieving this goal may involve the sales team using promotional techniques such as advertising, sales promotion, publicity, creating new sales channels, or creating new products.
- Most large corporations structure their marketing departments in a similar fashion to sales departments and the managers of these teams must coordinate efforts in order to drive profits and business success.
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- Depending on its needs and goals, a company can use a project team, a virtual team, or a cross-functional team.
- Teams may be permanent or temporary, and team members may come from the same department or different ones.
- Common types of teams found in organizations include project teams, virtual teams, and cross-functional teams.
- Software development is most commonly done by project teams.
- It is common for an organization to have many teams, including teams of several types.
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- By combining various employees into strategic groups, a team-based organization can create synergies through team processes.
- The final team process is one of interpersonal efficiency, or refining the team dynamic for efficiency and success.
- This chart allows you to visualize data from a study on team-building, and its impact on team performance.
- Building a strong organizational culture for successful teams requires commitment to team processes.
- Recognize the role of a team in an organization, and illustrate the team process.
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- The members of Bob's team think that he is a great team leader.
- The team lead reports to a project manager (overseeing several teams).
- The team membership may not directly report or answer to the team leader (who is very often a senior member of the organization but may or may not be a manager), but would be expected to provide support to the team leader and other team members in achieving the team's goals.
- Therefore, an effective team leader must be both a component to the team and also a leader to manage the team's progress.
- One cannot lead a team without knowing the purpose and goal of the team.
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- A team is a group of people who work together toward a common goal.
- Each member is responsible for contributing to the team, but the group as a whole is responsible for the team's success.
- Sports teams are a good example of how teams work.
- Organizations typically have many teams, and an individual is frequently a member of more than one team.
- Some teams are permanent and are responsible for ongoing activities.
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- Team size and composition affect team processes and outcomes.
- The optimal size and composition of teams depends on the scope of the team's goals.
- Research shows that teams perform best with between five and nine members.
- Meredith Belbin did extensive research on teams prior to 1990 in the UK that suggested that the optimum team size is eight roles plus a specialist as needed.
- The mix of knowledge and expertise on a team is also important.