Published by:
Harvard Business Publishing
Length: 7 pages
Share a link:
https://casecent.re/p/47045
Write a review
|
No reviews for this item
This product has not been used yet
Abstract
Selling industrial goods has become more complicated in recent years. It is more likely to be the domain of teams that handle large accounts by coordinating their efforts across product lines. Even without formal teams, greater coordination is often required to land the sale and keep the customer. Three concerns have the most serious effect on coordination with an account-sharing strategy: compensation systems, goal setting, and staffing and training.
About
Abstract
Selling industrial goods has become more complicated in recent years. It is more likely to be the domain of teams that handle large accounts by coordinating their efforts across product lines. Even without formal teams, greater coordination is often required to land the sale and keep the customer. Three concerns have the most serious effect on coordination with an account-sharing strategy: compensation systems, goal setting, and staffing and training.