Complex sales: Difference between revisions
No edit summary |
No edit summary |
||
| Line 4: | Line 4: | ||
==References== |
==References== |
||
{{Web reference | title=The Free Compendium of Professional Selling | work=United Professional Sales Association | URL=http:////www.upsa-intl.org | date=Jan| year=2005}} |
|||
{{Book reference | Author=Thull, Jeff | Title=Mastering the Complex Sale: How to Compete and Win When the Stakes Are High! | Publisher=Wiley & Sons, Inc. | Year=2003 | ID=ISBN 0471431516 }} |
{{Book reference | Author=Thull, Jeff | Title=Mastering the Complex Sale: How to Compete and Win When the Stakes Are High! | Publisher=Wiley & Sons, Inc. | Year=2003 | ID=ISBN 0471431516 }} |
||
Revision as of 00:31, 29 November 2005
Complex sales are also referred to as Enterprise sales.
Generally used when procuring large contracts for goods and/or services. The customer takes control of the selling process by issuing a Request for Proposal (RFP) and requiring a proposal_(business) response from previously identified suppliers.
References
"The Free Compendium of Professional Selling". United Professional Sales Association. Jan. {{cite web}}: Check |URL= value (help); Check date values in: |date= and |year= / |date= mismatch (help)
. ISBN 0471431516. {{cite book}}: Missing or empty |title= (help); Unknown parameter |Author= ignored (|author= suggested) (help); Unknown parameter |Publisher= ignored (|publisher= suggested) (help); Unknown parameter |Title= ignored (|title= suggested) (help); Unknown parameter |Year= ignored (|year= suggested) (help)
. ISBN 0446393568. {{cite book}}: Missing or empty |title= (help); Unknown parameter |Author= ignored (|author= suggested) (help); Unknown parameter |Publisher= ignored (|publisher= suggested) (help); Unknown parameter |Title= ignored (|title= suggested) (help); Unknown parameter |Year= ignored (|year= suggested) (help)
. ISBN 0070511144. {{cite book}}: Missing or empty |title= (help); Unknown parameter |Author= ignored (|author= suggested) (help); Unknown parameter |Publisher= ignored (|publisher= suggested) (help); Unknown parameter |Title= ignored (|title= suggested) (help); Unknown parameter |Year= ignored (|year= suggested) (help)
. ISBN 0566076896. {{cite book}}: Missing or empty |title= (help); Unknown parameter |Author= ignored (|author= suggested) (help); Unknown parameter |Publisher= ignored (|publisher= suggested) (help); Unknown parameter |Title= ignored (|title= suggested) (help); Unknown parameter |Year= ignored (|year= suggested) (help)