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12 Cards in this Set
- Front
- Back
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List the five key team selling relationships.
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1. Members of the same team
2. Mombers of different teams within the firm 3. The selling team and the buying center 4. The selling team and other groups in the selling firm 5. The selling team and the firm's strategy |
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Name one reason for why there are more and more complex sales.
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Customers' expectations increasing
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What is CLV?
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Customer Lifetime Value
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When is team selling more likely?
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- A first time buy of a complex product
- There is great information needs - The account requires special attention - There are several people involved with the decision - The sale is large for the selling firm - There is a new product |
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Name some characteristics of organizational climate.
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- Embodies members collective perceptions about their organizations dimensions such as autonomy, trust, cohesiveness, support, recognition, innovation and fairness
- Is produced by member interaction - Serves as a basis for interpreting the situation - Reflects the prevalent norms, values, and attitudes - Acts as a source of influence |
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What determines the organization's ability to carry out its mission?
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Climate's integration with culture
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List two elements of organizational culture.
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- Market orientation
- Entrepreneurship |
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List three elements of climate.
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- Facilitative leadership
- Organic structure - Decentralized strategic planning |
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Why is it important to lean from the customer?
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Meeting the customers needs is the main focus of a market-oriented firm, and customers needs are constantly changing and that makes it important to learn from the customer.
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What is CE?
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The sum of a company's venturing and innovation activities
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What are the benefits of an organic structure?
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- Allows organization to adopt an architecture that is decentralized
- Ensuring that there are no barriers to quick action |
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How can a group become a team?
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- Disciplined action
- Agreeing on performance goals - Defining a common working approach - Developing high levels of complementary skills |
