Marketing Review St. Gallen

, Volume 27, Issue 1, pp 20–25 | Cite as

Cross-functional selling teams - The loss of control of the selling function

Verkauf
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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.

Keywords

Functional Area Sales Management Seller Relationship Industrial Market Sales Performance 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.
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Copyright information

© Gabler Verlag 2010

Authors and Affiliations

  1. 1.School of MarketingUniversity of South AustraliaAdelaide and WhyallaAustralia

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