ABSTRACT
In proportion as more information becomes available and the requirements of customers increase, the sales process has also become more complex. To plan the sales process properly, it is necessary to make a number of agreements. These agreements can be found in Team Buying Team Selling (TBTS). The structure of TBTS brings the enterprise into a positive position with buyers and provides a well-considered structure along which the sales cycle can proceed for both parties. In the first step, the market is inventoried in detail and attractive segments are established and on that basis, the target group is determined. On the basis of the needs of the market and the possibilities the enterprise can offer, a marketing strategy is set up. Within the selected segments, all the accounts are identified and allocated to the account managers. The account managers fully inventory the accounts.
