Sales Coordination: An Exploratory Study

Abstract

The increasing adoption of key-account sales programs, and the allied emphasis on team selling to multilocation accounts, makes coordinating the efforts of different salespeople calling on the same account an important task for marketing and sales managers. But little research has been done concerning the dimensions of such coordination, the factors that aid or inhibit it, or what managers can do to improve sales coordination. This paper provides a preliminary framework for considering these issues, presents findings from research designed to investigate salespeople's perceptions of factors affecting sales coordination, and makes suggestions for future research.