Team Selling Refers to the Practice of

question 97

Multiple Choice

Team selling refers to the practice of

• A) using an entire group of professionals in selling to and servicing major customers.
• B) sending an entire group of a firm's sales representatives into the field.
• C) combining the expertise and resources of buyers and sellers to create customized solutions, commit to joint planning, and share customer, competitive, and company information for their mutual benefit, and ultimately the customer.
• D) sending a group of sales representatives to concentrate on performing promotional activities and introducing new products.
• E) assigning a group of sales representatives, each with his or her own unique product, to the same geographic sales territory to ensure that the company can meet the needs of these customers.

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Definitions:

Participative Leadership

A leadership style in which the leader involves team members in the decision-making process, ensuring that their input is considered.

Consensus

A general agreement or the collective opinion of a group, often achieved through discussion and consideration of all viewpoints.

Human Bias

Refers to the unconscious or conscious prejudices and preferences that affect decision-making and perception.

Legitimate Power

The authority a person holds as a result of their position or role within an organization, which is recognized and respected by others.