Two sides of the team: What reps and managers have to say about team selling

McGuire, Jim; Strandboge, Patricia
September 2006
Pharmaceutical Representative;Sep2006, Vol. 36 Issue 9, p42
The article presents the opinions of sales executives about the difficulties faced by teams in selling a product. The biggest difficulty in team selling is the conflict that arises due to a particular team member. This conflict may arise due to his personal style, career ambition or different work ethics. Another reason for the conflict may be the competition between two teammates for promotion. One more problem faced by team managers is handling low performers and calming down high performers.


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