Selling 9th Edition by Stephen Castleberry,John Tanner

Exercise 19

Consider your own experience in group work at school. What makes groups effective? How can you translate what you have learned about group work into working as part of a sales team? Reread "Sales Technology 16.1." What do you think are the characteristics of effective sales teams that have to operate virtually? Could you use any technology tools to collaborate in school work groups more effectively?