Team Selling Effectiveness:

With the emergence of Team Selling, or Selling Centers, in complex business-to-business relationships, their effectiveness becomes a concern to sales managers. If we view the Selling Center as a "group," the rich multidisciplinary research into small groups can guide us in dimensionalizing Team Selling effectiveness and conjecturing its determinants. This article proposes a framework drawing from the group literature to do this. Examples from interviews with managers, sales representatives, and customers involved with Team Selling enhance the framework. The article also proposes directions for Team Selling research, and a set of specific hypotheses based on this perspective.