Sales are activities related to selling or the number of goods sold in a given targeted time period. The delivery of a service for a cost is also considered a sale.
The seller, or the provider of the goods or services, completes a sale in ...
, also known as Enterprise sales, can refer to a method of trading sometimes used by organizations when procuring large contracts for goods and/or services where the customer takes control of the selling process by issuing a
Request for Proposal
A request for proposal (RFP) is a document that solicits proposal, often made through a bidding
Bidding is an offer (often competitive) to set a price tag by an individual or business for a product or service ''or'' a demand that something b ...
(RFP) and requiring a
Proposal(s) or The Proposal may refer to:
* Proposal (business)
* Research proposal
* Proposal (marriage)
* Proposition, a proposal in logic and philosophy
Arts, entertainment, and media
* The Proposal (album), ''The Proposal'' (album)
response from previously identified or interested suppliers. Complex sales involve long sales cycles with multiple decision makers. Multiple stakeholders and stakeholder groups contribute to every complex sale.
Any product or service may become a complex sale. In some instances, a complex sale occurs when the market is mature and the stakes are high enough to warrant attention from a variety of stakeholders in the buying organization. In other instances a complex sales process is needed when the buyer has never had experience with the
In a supply chain
In commerce, a supply chain is a system of organizations, people, activities, information, and resources involved in
supplying a product (business), product or service (business), service to a consumer. Supply chain activities ...
Technology ("science of craft", from Greek#REDIRECT Greek
Greek may refer to:
Anything of, from, or related to Greece
Greece ( el, Ελλάδα, , ), officially the Hellenic Republic, is a country located in Southeast Europe. I ...
being sold, or if the solution is business critical or impacts the buying organization on a strategic level. The series of filters, purchasing steps, and stakeholders involved are designed to reduce the risks associated with making the wrong buying decision.
Often the need to have multiple stakeholders or buyers involved relates to the level of risk that is involved in the purchase or sale of goods and/or services. As the buyer or buying organization if the purchase only impacts a small group of people or component of the buying organization then often the decision is made by one buyer and the process tends to be quite transactional.
If the purchase impacts the entire organization, affects the company strategically, or can change the buyer business process then often the sales person is required to have a set of skills that are more in line with a subject matter expert or consultant than a traditional sales person. This type of sales person can often be referred to as a Key Account Executive or Complex Sales Executive.
Large or complex sales opportunities that are international in nature require an additional set of personal and sales skills. The need for cross-cultural awareness may add an additional layer of complexity in the sales process.
The larger the purchase and the buyer risk the more trust and credibility required from the Vendor. As a ''Key Account Executive'' or ''Complex Sales Executive'' in addition to product knowledge and consultative selling skills top producing sales executives also have the ability to build strong client relationships and navigate and avoid the political pitfalls within client organizations.
Forms of complex sales
* Selling consulting engineering services
* Facility Management bids including provision of soft and hard FM services
* Enterprise technology sales such as CRM
or POS solutions
* Private data networks such as
Multiprotocol Label Switching (MPLS) is a routing technique in telecommunications network
A telecommunications network is a group of nodes
In general, a node is a localized swelling (a "knot") or a point of intersection (a Vertex (graph theory ...
* Commercial insurance sales
Real estate is property consisting of land and the buildings on it, along with its natural resources such as crops, minerals or water; immovable property of this nature; an interest vested in this (also) an item of real property, (more genera ...
* Large fleet vehicle sales
* Mining equipment sales (e.g. Caterpillar tractors and large
tunnel boring machine
A tunnel boring machine (TBM), also known as a "mole", is a machine used to excavate tunnels with a circular cross section through a variety of soil and rock strata. They may also be used for microtunneling. They can be designed to Boring (eart ...
* Scientific Solution Sales (Data analysis and management)
* Government acquisition such as for military hardware and services
* Building management systems
* Security systems
Due to the high costs of proposals in complex sales the
hit rateHit rate is a metric or measure of business performance traditionally associated with sales. It is defined as the number of sales of a product divided by the number of customers who go online, planned call, or visit a company to find out about the pr ...
i.e. the percentage of successful offers is a valuable indicator of the performance of the sales force.
Limitation of complex sales
By analysing the characteristics of 'stellar performers', Dixon and Adamson argued that building strong personal and professional relationships and advocates among customers was no longer the most important success factor for selling. On the contrary, nearly 40% of 'stellar performer's were sellers who pushed their thinking and were not afraid to share even controversial views with both their customers and bosses.
[Dixon, M and Adamson, B. (2011). Selling Is Not About Relationships. Harvard Business Review. nlineAvailable at: https://hbr.org/2011/09/selling-is-not-about-relatio ccessed 1 May 2017]
''Aida'' () is an opera
Opera is a form of theatre
Theatre or theater is a collaborative form of performing art that uses live performers, usually actor, actors or actresses, to present the experience of a real or imagined event be ...
* Contract of sale
Industrial marketing (or business-to-business marketing) is the marketing of goods and services by one business to another. Industrial goods are those an industry of uses to produce an end product from one or more raw materials. The term, ''indus ...
List of marketing topics
The following outline is provided as an overview of and topical guide to marketing:
Marketing – social and managerial processes by which products, services, and value are exchanged in order to fulfill individuals' or groups' needs and wants ...
Marketing is the process of intentionally stimulating demand for and purchases of goods and services; potentially including selection of a target audience; selection of certain attributes or themes to emphasize in advertising; operation of adv ...
Promotion may refer to:
* Promotion (marketing), one of the four marketing mix elements, comprising any type of marketing communication used to inform or persuade target audiences of the relative merits of a product, service, brand or i ...
An invitation to tender (ITT, otherwise known as a call for bids or a request for tenders) is a formal, structured procedure for generating competing offers from different potential suppliers or contractors looking to obtain an award of business ...