Team Selling

Personality Traits of Salespeople

• Basic traits: High energy and persistence are essential for successful salespeople.
• Key trait identified: Adaptability is crucial for sales reps to meet varied customer needs.

Boundary Role Concept

• Used to illustrate the salesperson's position between the company and the customer, balancing both interests and feedback.

Personal Selling Process (PSP) Activities

• Activities include prospecting, needs assessment, presentation, objection handling, closing, and follow-up.

Team Selling Description

• Team selling involves a coordinated approach where multiple individuals from different functional areas come together to serve a client.

Role of the Perspective Leader in Team Selling

• Provides guidance and support, ensuring all team members are aligned with the sales strategy and client needs.

Technology's Impact on Sales Reps

• Technology has streamlined communication, enhanced customer data management, and provided tools for better tracking sales performance.

Initial Use of CRM

• CRM systems were initially utilized for managing customer relationships and improving service delivery.

Role of a Salesperson

• Acts as a mediator between the company and customers, facilitating transactions and valued service.

Focus of Business Development & Sales Course Sessions 3-4

• Concentrates on enhancing skills in sales techniques, methodologies, and personal development.

Sales Methodology and Strategies Components

• Key components include understanding buyer behavior, effective communication, and strategic planning.

Salesperson Definition

• A salesperson is defined as a professional who engages with customers to facilitate a sale, develop relationships, and support post-sale activities.

Importance of Debriefing

• Debriefing provides valuable insights for improving sales strategies and enhancing future interactions.

Importance of Follow-Up

• Follow-up solidifies relationships, addresses any unresolved issues, and reinforces customer satisfaction.

Actionable Summary in Follow-Up Process

• Should include key takeaways from discussions, next steps, and commitments made during the sales interaction.

Pitfalls to Avoid in Follow-Up

• Common pitfalls include excessive contact, lack of personalization, and failing to listen to customer feedback.

Non-Component of Planning Stage in PSP

• Execution is not considered a part of the planning stage in the Personal Selling Process.

First Step in the Personal Selling Process

• The first step involves prospecting to identify potential customers.

Questions for Empathy and Understanding

• Open-ended questions are effective for gaining empathy and understanding others' experiences.

BANT Framework in Qualification Stage

• Correct order: Budget, Authority, Need, Timing.

Non-Step in the Personal Selling Process

• Rejection of proposals is not classified as a step in the Personal Selling Process.

Purpose of Positive Opening in PSP

• Aims to establish rapport with the customer and set a constructive tone for the sales conversation.

Objection Handling Method in PSP

• The feel-felt-found method is often employed to handle customer objections and concerns.

Action If the Deal Isn't Closed

• Conduct a thorough review of the engagement and identify areas to improve for future attempts.

Purpose of CRM System

• Designed to centralize customer information, improve sales processes, and enhance customer interactions.

'Opportunity' in CRM Context

• Refers to a potential sales deal that is in the pipeline and has a chance of closing.

Modern Sales Technology Benefits for Salespeople

• Enhances productivity by providing insights and automating administrative tasks.

Main Opportunities from Modern Sales Technology

• Improves lead generation and enhances customer engagement.

Role of Technology in Sales Management

• Enables data-driven decision-making and optimizes team performance through analytics.

'B2B' Meaning in CRM Context

• Stands for Business to Business, referring to transactions between businesses rather than between a business and individual consumers.

"Team Selling: Mastering the Art of Collaborative Sales" - Test your knowledge on the fundamentals of team selling and learn how to effectively collaborate with your colleagues to achieve sales goals. Explore the importance of having a script and clearly defined roles in meetings to propel deals forward. Developed by Professor Dr. Antonio González Fernández for IE Business School.