{
  "title": "Complex sales: knowing which expert to involve",
  "url": "https://www.shr.swiss/blog/vente-complexe-savoir-quel-expert-mobiliser-a-bale-en",
  "language": "en",
  "datePublished": "2025-09-09",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "In a complex sale, salespeople cannot know everything. The question is whether their organisation enables them to find, and approach, the right expert.",
  "section": "Research",
  "topic": "High-Value Selling",
  "place": {
    "name": "Basel",
    "region": "Bâle-Ville",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Kyle Lewis (2003, Journal of Applied Psychology) developed and validated a measure of transactive memory systems: how a team distributes knowledge and knows who holds which expertise."
    },
    {
      "heading": "Finding the expert is not enough",
      "point": "Amy Edmondson (1999, Administrative Science Quarterly) identifies an association between psychological safety and learning behaviour in work teams."
    },
    {
      "heading": "The premature conclusion",
      "point": "One might conclude that more specialists should be involved in every opportunity."
    },
    {
      "heading": "What the evidence and current practice leave open",
      "point": "These studies concern work teams, not commercial proposals in Basel's pharmaceutical sector."
    },
    {
      "heading": "A practical check in Bâle",
      "point": "As part of SHR — Swiss Human Resources' « Vente à forte valeur ajoutée » programme, one possible exercise in Basel is to review consecutive proposals over a predefined period in pharmaceuticals, life sciences, Rhine logistics or international R&D."
    }
  ],
  "sources": [
    {
      "authors": "Lewis",
      "year": "2003",
      "source": "Journal of Applied Psychology"
    },
    {
      "authors": "Edmondson",
      "year": "1999",
      "source": "Administrative Science Quarterly"
    }
  ],
  "wordCount": 401,
  "image": "https://www.shr.swiss/img/blog-Training-High-Value-Selling-Basel-vente-complexe-savoir-quel-expert-mobiliser-a-bale-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/vente-complexe-savoir-quel-expert-mobiliser-a-bale",
    "en": "https://www.shr.swiss/blog/vente-complexe-savoir-quel-expert-mobiliser-a-bale-en",
    "de": "https://www.shr.swiss/blog/vente-complexe-savoir-quel-expert-mobiliser-a-bale-de",
    "it": "https://www.shr.swiss/blog/vente-complexe-savoir-quel-expert-mobiliser-a-bale-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation/vente-forte-valeur/bale",
    "city": "https://www.shr.swiss/formations-ville/bale",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}