The Industrial Sales Team

Abstract

It would be difficult to estimate the number of persons associated with selling goods and services in the United Kingdom. Wherever there is a need to dispose of output someone will be involved in the selling process. Depending upon the nature of the sale, for either supplier or purchaser, this may involve junior or senior organizational positions and persons with general or specific (sales) responsibilities—perhaps the managing director or the representative. It may also involve groups or individuals. The sales team comprises a number of persons working towards a common end, namely the satisfaction of identified customer needs. Each team member plays a part, particular attention in this chapter being given to the manager, his salesmen and his administrative staff. Following a general introduction the second section considers the team in wider context, focusing upon structure and functions. What the sales team do is discussed in the next section which highlights interpersonal aspects. Social skills are then considered, followed by a discussion, where significant aspects of social skills are identified in relation to mainstream skills theory.