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Essay / Research Paper Abstract
A 3 page paper discussing the case of "Imaginative Staffing" and whether the firm could expect to benefit from adopting a team selling approach. Bibliography lists 6 sources.
Page Count:
3 pages (~225 words per page)
File: CC6_KSmktgTeamSel.rtf
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Unformatted sample text from the term paper:
The CEO of Imaginative Staffing is not particularly well-read but has heard the phrase "team selling" several times in a short time and in several types of venues.
She wonders if her company could benefit from the approach and asks her management team. The company often has a long turnaround period in closing a sale and often
needs to bring in sales management personnel to effect the close. The sales manager has heard some negative points and understands that Imaginative Staffing can benefit from team selling
but must be wary of common pitfalls. Case Questions 1. Should Imaginative Staffing, Inc., adopt a team-selling system for selling to important accounts? It
appears that the team selling approach should work well for Imaginative Staffing. Currently, it takes "about six months of hard work to make a sale to a major customer"
(Case 7-2, p. 1). Team selling may not shorten the length of time required to close a major sale, but it holds promise of doing so. With people
of differing areas of expertise involved on the sales team, Imaginative Staffing will be able to overcome customer objections more quickly and efficiently, answering most if not all questions without
the need of calling in the sales director (Arnett, Macy and Wilcox, 2005). 2. If so, who should be on the team? The team
should be small, limited perhaps to two or three people in varied areas of expertise depending on the potential customers needs. All will have human resources backgrounds but hold
specialties in areas such as retail, IT, clerical, accounting or other targeted areas. 3. What training would be needed by the team? To what extent should the teams presentation be planned?
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