Imaginative Staffing Inc Essay

1568 words - 6 pages

The days of selling to a buyer alone are slowing dying. Companies sell products that have a wide effect on the client and require approval from many levels. Success in complex sales is the result of clear planning and effective execution. This requires careful coordination of many resources on both the selling and client side throughout the sales process. What is team-selling? Team-selling is using the resources of a company to sell an account using all relevant decision makers. The goal of team-selling is establishing long, lasting profitable relationships between people, product,and companies. Team-selling provides an ideal process for account managers and specialists to work together to serve a client. "The place and time to use team-selling is when customer solutions is more important than price" (Dalrymple et al 2001).The Case StudyImaginative Staffing Inc. is a temporary services firm, formed in 1990. With $17 million in revenue; the CEO Angie Roberts is unhappy concerning the length of time to close a sale once a prospect has been identified. Roberts has found the average length of time to close a sale to a major customer is six months. Roberts finds a six month time frame unacceptable. After meeting a marketing professor at a party where the conversation involved team-selling, Roberts is sure team-selling is just what Imaginative Staffing needs; she put it on the agenda of a meeting with the executive committee (Spiro et al 2003).Imaginative Staffing is new to the temporary services market and relatively unknown. Roberts believe the salespeople need to get the potential customer comfortable with Imaginative Staffing sooner the customer would come to know and trust Imaginative Staffing. Susan Borland is the sales director and Roberts asked Susan to set up a plan for training and creating a sales team. Susan agrees with Roberts team selling is a good idea for Imaginative Staffing, has people in mind for the team, and understands training will be necessary for all team members. (Spiro et al 2003).The Team-Selling is Right for Imaginative Staffing Inc.Some reasons to use team-selling are providing a strategic advantage, meets demands of customers more effectively, establishes long-term quality relationships with clients, provides a competitive advantage using a different kind of customer interface strategy, increases flexibility in how customers are severed, increases sales, and profitability, gives resource allocation decisions at the field level, generates better input to new products and services and improves an organization's market orientation. Team selling is cross-functional selling, involving different people from different areas to work together to sell to and service a customer. One important aspect of team selling is selecting and training people who are team-oriented and know how to get others from different areas of the company involved for the long term with the customer.Team MembersThe team should consist of Susan Boland, two...

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