Team-Based Compensation
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What challenges do sales managers face when using team-based compensation?
a) What are the advantages and disadvantages of using team selling?
b) If a team of five sales people can sell 6 times as much as five individual sales people - doesn't it make sense to use that team instead of the five individually?
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410 words; 1 reference; team-selling advantages and disadvantages
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a) What are the advantages and disadvantages of using team selling?
According to Barclay, among the many reasons and advantages to consider using team selling are the following:
? It gives strategic advantage.
? Teams establish longer-term and higher quality relationships with customers.
? A unique kind of customer interface strategy can provide competitive advantage.
? It effectively meets the needs of the demanding customers.
? Teams increase sales and profitability.
? They contribute to global competitiveness.
? Higher flexibility in service customers' needs.
? Teams improve the market ...
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