COMPLEX SALES

Complex sales, also known as Enterprise sales, can refer to a method of trading sometimes used by organisations when procuring large contracts for goods and/or services where the customer takes control of the selling process by issuing a Request for Proposal (RFP) and requiring a proposal response from previously identified or interested suppliers. More commonly complex selling involves long sales cycles with multiple decision makers or an on going series of orders and deliverables over a period of time. It is about managing complex business relationships and often involves multiple stakeholders and stakeholder groups.

Products and services that are sold in this format include: CRM Solutions, commercial security, consulting engineering, training, commercial realestate, and fleet vehicle sales. Complex selling can also be used in situations where a person is selling to government or lobbying for support from multiple groups or organizations on a particular project or bid. Most big deals and mergers occur as a result of effective complex sales.

See also

Marketing, promotion, Contract of sale, list of marketing topics, AIDA, SPIN (sales)