Team selling or is it a case of how many salespeople does it take to change

❷ Team selling – or is it a case of how many salespeople does it take to change a light bulb? Some companies have a large range of complex products. Pharmaceutical companies fall into this category, as do those selling medical equipment. They send in wave after wave of salespeople representing different product ranges, such as antidepressants or gastric reflux drugs. Other companies, such as IBM, have teams that undertake market development, with other teams that go on to service the newly won clients. Some companies may form pods made up of salespeople together with representatives from engineering, operations, logistics, finance and information systems. Thus, team selling may take many forms. But it is certainly not a case of too many people being involved. Team selling often requires the expertise and foresight of individuals from different facets of the business to let the customer see just how a supplying company can assist them. What are your views? (Learning Objective 2) (AACSB: Reflective Thinking)