In putting together a sales team with members from different branch offices, you are concerned that individual differences might pose a problem in the functioning of the team. Which of the following is a true statement about the sales team?
a. Research suggests that sales teams will always function if enough monetary incentives are provided.
b. Regardless of the different cultures from the branch offices, a team consisting of good closers will always get the job done.
c. Research suggests that, above all else, the manager should make sure each team member has a high level of trust with one another.
d. A sales team's approach to its customers will not be affected by changes in the competitive landscape in which it operates.
e. Effective selling teams should be externally focused with little or no expertise in dealing with different divisions or business units within their own company.
Answer: c. Research suggests that, above all else, the manager should make sure each team member has a high level of trust with one another.
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