Team Selling

Combination of salespeople with specialists from other functional areas to promote a product Team selling is the use of teams made up of people from different functional areas to service large accounts.. Increasingly, sales representatives who lack technical expertise work as a team with a technical expert. In this arrangement, the duties of a sales representative are to make the preliminary contact with customers, introduce the company’s product, and close the sale. The technical expert will attend the sales presentation to explain and answer questions and concerns. In this way, the sales representative is able to spend more time maintaining and soliciting accounts and less time acquiring technical knowledge. After the sale, sales representatives may make frequent follow-up visits to ensure the equipment is functioning properly and may even help train customers’ employees to operate and maintain new equipment. Useful in sales situations that call for detailed knowledge of new, complex, and ever-changing technologies