Complex sales

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Complex sales, 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 (RFP) and requiring a proposal 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. Generally a complex sale occurs when the market is mature and the stakes high enough to warrant attention from a variety of stakeholders in the buying organization.

[edit] See also

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