Case Study
Honeylee A. Antigua BSBA-MKTG.3 MARK 30
CASE 2.1
Reynolds & Reynolds
TEAM SELLING
1. How is the effectiveness of team selling demonstrated by the Reynolds team, and what are some of the disadvantages to this method in this particular case?
The effectiveness of team selling was demonstrated by the Reynolds team through their attempt to sell an outsourced marketing plan to Ben Frothingham’s American Ford Dealership. Each member of the group was capable of bringing different information to the table and together acted as a sales team. By having the different members of the group bring valuable information to the client, the team was able to portray a professional image which evidently convinced the dealership that their strategy would increase service retention and loyalty among new buyers.
Although team selling is an effective way to carry out consultative selling, the strategy does have disadvantages. Team selling requires the aligning of all members in the group as well as in the company to fully understand the objectives and mission that should be carried out to the clients. If different members of the team have ulterior motives than say the company or group, it could possibly create negative tension among the rest of the group. Consequently, this could likely be sensed by the client and could portray the company in an unattractive light. A second disadvantage of team selling is the lack of psychic income for individuals as recognition and awards will be given to the team rather than specific individuals. As you can imagine, this can cause individuals to lose motivation and personal satisfaction.
2. How did the Reynolds team successfully execute the following critical roles in sales: client access, client education/persuasion, and fulfillment?
Reynolds successfully execute their client access when they established the contact to have an access to the dealer which is the American Ford to talked with them more about a new initiative
CASE 2.1
Reynolds & Reynolds
TEAM SELLING
1. How is the effectiveness of team selling demonstrated by the Reynolds team, and what are some of the disadvantages to this method in this particular case?
The effectiveness of team selling was demonstrated by the Reynolds team through their attempt to sell an outsourced marketing plan to Ben Frothingham’s American Ford Dealership. Each member of the group was capable of bringing different information to the table and together acted as a sales team. By having the different members of the group bring valuable information to the client, the team was able to portray a professional image which evidently convinced the dealership that their strategy would increase service retention and loyalty among new buyers.
Although team selling is an effective way to carry out consultative selling, the strategy does have disadvantages. Team selling requires the aligning of all members in the group as well as in the company to fully understand the objectives and mission that should be carried out to the clients. If different members of the team have ulterior motives than say the company or group, it could possibly create negative tension among the rest of the group. Consequently, this could likely be sensed by the client and could portray the company in an unattractive light. A second disadvantage of team selling is the lack of psychic income for individuals as recognition and awards will be given to the team rather than specific individuals. As you can imagine, this can cause individuals to lose motivation and personal satisfaction.
2. How did the Reynolds team successfully execute the following critical roles in sales: client access, client education/persuasion, and fulfillment?
Reynolds successfully execute their client access when they established the contact to have an access to the dealer which is the American Ford to talked with them more about a new initiative