Selling Teams: A Conceptual Framework and Research Agenda

Moon, Mark A.; Strong, Gary M.
January 1994
Journal of Personal Selling & Sales Management;Winter94, Vol. 14 Issue 1, p17
Academic Journal
As products and services become more technologically complex, and as buyers come to expect increasing levels of service, team selling is becoming more prevalent. Although the practitioner literature recognizes the emergence of team selling, the academic literature has yet to provide a clear conceptual model to guide research in this area. This article develops such a model and offers an organizing framework that proposes two types of selling teams: core teams and selling centers. It describes how different types of selling teams operate in practice and articulates both managerial and academic issues involved in team selling.


Related Articles

  • Salesperson Failure: Definition, Determinants, and Outcomes. Morris, Michael H.; LaForge, Raymond W.; Allen, Jeffrey A. // Journal of Personal Selling & Sales Management;Winter94, Vol. 14 Issue 1, p1 

    Although a considerable body of research concerning sales force performance exists, little attention has been focused on the issue of failing in selling. This article presents a conceptual model for examining failure which includes the nature of failure itself, as well as its antecedents and...

  • Size Effects on Sales Management Practices Of Small Firms: A Study of Industrial Distributors. Shipley, David; Jobber, David // Journal of Personal Selling & Sales Management;Winter94, Vol. 14 Issue 1, p31 

    Previous research identified that sales management practices differ among disparately-sized large firms although this topic has not been studied among different sizes of small firms. This study focuses on industrial distributors which are generally smaller than the average manufacturer. It finds...

  • An Analysis of Sales Force Management Activities Among U.S. Freight Railroads. Murphy, Paul // Transportation Journal (American Society of Transportation & Log;Fall88, Vol. 28 Issue 1, p23 

    The article explores selected aspects of sales force management as practice by freight railroads in the United States. It addresses specific issues including: the demographic characteristics of rail sales personnel hired in 1987; relationship between the demographic characteristics and firm...

  • Having Sales Awareness And Effectiveness. Skaer, Mark // Air Conditioning Heating & Refrigeration News;1/9/2006, Vol. 227 Issue 2, p50 

    The article provides tips about the selling process that helps a salesperson minimize mistakes and maximize a foundation of mutual trust and respect. According to sales consultant Drew Cameron, top performance comes from executing a structured, effective, efficient, engaging, and endearing sales...

  • Basic principles for coaching.  // Air Conditioning Heating & Refrigeration News;1/9/2006, Vol. 227 Issue 2, p51 

    The article presents the basic principles for sales coaching. According to sales consultant Drew Cameron, sales coaching should be an individualized development process designed to change a salesperson's behavior to better meet an organization's goals for customer happiness and financial...

  • Secret: Don't Just Overcome Objections, Eliminate Them.  // Grand Rapids Business Journal;6/16/2003, Vol. 21 Issue 24, p34 

    Presents marketing tips for salespersons.

  • Sales gems can be priceless, if mined correctly. Gitomer, Jeffrey // Business Journal (Central New York);7/29/2005, Vol. 19 Issue 30, p17 

    Provides information on several techniques of selling from the salespersons of different companies. Experience of several salespersons in selling; Views of Nancy Raffetto on how to engage the customers; Sales ideas of Steve Whitcraft.

  • Meet the 'new model' sales team. Schlesinger, Mel // Employee Benefit Adviser;Sep2010, Vol. 8 Issue 9, p82 

    The author suggests a sales team model that can be adapted by employee benefits business. He notes several goals that will be achieved when creating a sales team including the increase in new account acquisition and account revenue. He cites the tasks of a rainmaker in the team such as bringing...

  • Team selling: There's power in numbers.  // Sell!ng;May2005, p9 

    Focuses on the significance of team selling. Benefits of the approach; Difficulties posed by the approach to sales representatives; Steps to achieve teamwork of sales personnel.


Read the Article


Sign out of this library

Other Topics