- Should Imaginative Staffing, Inc., adopt a team-selling system for selling to important accounts?
- If so, who should be on the team?
- What training would be needed by the team? To what extent should the team’s presentation be planned
- Analyze the key elements and processes of selecting and recruiting a sales force for the organization described in the case.
- Select an appropriate training modality for both initial and recurrent training for the organization described in the case.
- Describe the different methods that can be used to motivate the sales personnel of the organization described in the case.
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Attachments Case 7-2 Imaginative Staffing Inc..doc
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Questions:
- Should Imaginative Staffing, Inc., adopt a team-selling system for selling to important accounts?
Yes, Imaginative Staffing, Inc. should adopt a team-selling system for selling to important accounts because no one sales reps can know enough about every service to complete the sale at every level. - If so, who should be on the team?
The team should consist of a sales director, a sales reps, an operations manager, and an account manager.
- What training would be needed by the team? To what extent should the team’s presentation be planned
The training of staff …
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