چكيده به لاتين
In today's business world, which is a sign of globalization, team sales are one of the tools used to meet competitive challenges and increase organizational flexibility. Iran does not have a long history of employing sales teams in its organizations and most experts believe that Iranians are not very successful in carrying out collective and teamwork. In this study, the reasons for people's reluctance to sell a team in Iranian organizations have been considered and attempts were made to improve the performance of sales teams. For this purpose, companies that have successfully or unsuccessfully formed sales teams in their sales unit were searched. In this way, seven organizations were selected, and among the leaders of their sales teams, 30 experts were selected as experts. To collect data in the first step, an open-ended questionnaire with three general questions was used. After collecting the information, the text of the answers was analyzed using the theme analysis method, and thirteen conceptual codes and the main theme were extracted. Then, using the structural and interpretive modeling approach, the interactive matrix was formed and completed by the experts of the previous stage, and the final matrix was formed with the obtained information and 6 problems that were in the highest priority compared to other problems were the basis of the work. Then, to get a solution, questionnaires were presented to the experts of the previous steps and using the points of view received from them, as well as the research literature, and based on the researcher's reasoning and logic, solutions were provided for each of the 6 harms. For the first time in the field, this study has examined in detail the reluctance of individuals to participate in teamwork and specialized sales teams. And it is hoped that the results of this research will be able to accommodate managers to some extent to formulate motivational strategies for members of the sales team and improve some organizational structures.
