If this was the case, the client would probably feel overwhelmed by a team of people all trying to influence them. Instead, the sales force needs to have people with a business approach and with a relationship building approach, as well as someone with a sales approach.

The next consideration is the training required of the staff. Considering that the approach to be used is based on teamwork, it is suggested that staff be trained in teamwork in general before being trained specifically in team selling. This is especially true considering that the sales reps have initially been working completely as individuals. It is suggested that everyone be trained in teamwork together. This includes the sales director. The point of this is to get the employees of the organization used to working together. The teamwork training is also needed because the team selling approach will not be effective unless the...
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