You work for a Technology "Software as a Service" company that sells solutions to large and medium size companies in Canada. Your offering is classified as a 'capital' purchase. In addition, your product is complex, as most B2B products and services are. This also means that your target client is not one person and more in line with a 'buying centre' model where many individuals with different functional responsibilities will contribute to the final purchase decision.

In the environment above many firms employ a team selling approach.

The reasons, some are named below:

• to increase their touch points within a target organization
• to match their internal strength and skills to different customer needs and orientations
• to build multiple relationships
• to build deeper understanding of client needs.

analyze the pros and cons of team selling. This should also lead you to consider the practical challenges to effective collaboration and teamwork.

Finally, describe and justify approach to team selling considering the following in a ESSAY STYLE REPORT:

• importance of role clarity
• how team members are chosen
• reward systems
• knowledge sharing (CRM)
• mapping account structures and decision roles
• ongoing and frequent reviews