Employee Participation through Consultative Team Selling

Abstract

Adopts a case‐study approach in examining a manufacturing company in the food machinery business and its fortunes following increased automation. Considers issues such as company organization and culture, focusing particularly on employee participation and the development of Team Selling. Argues that employee participation is of vital importance, given that the motivation of a company as a whole rather than just departments brings everyone together in a successful team, dedicated to quality and on‐time performance.

Citation

Tyler, T.T. (1990), "Employee Participation through Consultative Team Selling", Journal of Business & Industrial Marketing, Vol. 5 No. 2, pp. 37-41. https://doi.org/10.1108/EUM0000000002743