Luxury suites and team selling in professional sport

Heather J. Lawrence, Christopher R. Moberg

Research output: Contribution to journalArticlepeer-review

5 Scopus citations

Abstract

Purpose: The purpose of this paper is to provide a framework for team selling to sports firms that can be used to more effectively select members for sales and CRM teams and improve the performance of teams in attracting and retaining premium seating customers. Design/methodology/approach: The paper provides a two-stage framework based on the personal selling process and the activities that support CRM programs. Recommendations are guided by the sport marketing and team selling literature streams and by best practices in sport marketing. Findings: The paper recommends the formation of two teams (personal selling and CRM) during the customer relationship cycle and provides guidelines for team member selection based on the critical activities that occur during the personal selling and CRM processes. Key success factors are provided, including the establishment of a customer-focused organization and effective communication practices among team members and between selling teams.Originality/value: Although the use of selling teams is gaining popularity in several industries, the broader sales literature lacks research that can support the development and effective management of selling teams. Within the sport marketing literature, there is no research on selling teams. The main academic contribution of the paper is the cross-disciplinary merging of existing team selling research in the sales literature with current research and industry information on marketing and sales by sport organizations (luxury suite sales). For the practitioner, the framework provides guidance on effective team member selection and best practices for the effective management of selling teams.

Original languageEnglish
Pages (from-to)185-201
Number of pages17
JournalTeam Performance Management
Volume15
Issue number3-4
DOIs
StatePublished - 2009

Keywords

  • Marketing
  • Selling
  • Sports
  • Team working

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