Cross-functional selling teams : the loss of control of the selling function
Date
2010
Authors
Wilkinson, J.W.
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Journal article
Citation
Marketing Review St Gallen, 2010; 27(1):20-25
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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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Copyright 2010 Betriebswirtschaftlicher Verlag Dr. Th. Gabler GmbH