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Team selling: a case study
2003 (English)Independent thesis Advanced level (professional degree), 20 credits / 30 HE creditsStudent thesis
Abstract [en]

The business environment concerning selling has changed during the years and is still changing. Companies find themselves in situations where their customer’s demands are increasing and becoming more complex. In order to maintain customer relationships and competitive advantages the companies need to change their organisational structure to be able to keep up with the surrounding environment. Customers reduce their number of suppliers which increases the importance of maintaining relationships in order to stay among the suppliers. This is done by using teams who often focuses on one single customer. It is therefore of interest to gain a better understanding of team selling, which is the research problem of this thesis. The methods used in order to solve the research problem where secondary data and a case study. The empirical data was gathered by conducting five depth interviews with members of a selling team. The questions during the interviews were all related and in line with the theories in the frame of reference regarding the selling team objectives, selling team functions, selling team reporting structure and roles within the selling team. The results from the empirical study shows that different levels within the organisation have different objectives, there is a monetary objective and a customer objective where the members of the team put their efforts in being customer focused. The functions within the selling team includes different activities that are intended to coordinate the selling team’s working efforts and to gain and maintain customer knowledge. These activities consist mostly of meetings conducted within the team and with the customer organisation. The time spent with the customers is an important aspect of the team and this is done continuously. The reporting structure within the selling team is a formal key account team, it has a simple structure where the team members reports to the group account manager who handles all further reporting within the organisation. There are no assigned roles within the selling team, all team members contribute equally and help each other but the final responsibility lies with the group account manager.

Place, publisher, year, edition, pages
Keyword [en]
Technology, Team Selling, Key Account Management, Marketing, selling team, objectives, selling team functions, selling team reporting, structure, selling team roles
Keyword [sv]
URN: urn:nbn:se:ltu:diva-48989ISRN: LTU-EX--03/093--SELocal ID: 668353bd-2107-4826-86e0-0ee0887b6276OAI: diva2:1022334
Subject / course
Student thesis, at least 30 credits
Educational program
Computer Science and Engineering, master's level
Validerat; 20101217 (root)Available from: 2016-10-04 Created: 2016-10-04Bibliographically approved

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