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- Complex_sales abstract "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. In some instances 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. In other instances a complex sales process is needed when the buyer has never had experience with the vendor, technology 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.".
- Complex_sales wikiPageID "1793123".
- Complex_sales wikiPageRevisionID "581615827".
- Complex_sales hasPhotoCollection Complex_sales.
- Complex_sales subject Category:Marketing.
- Complex_sales subject Category:Sales.
- Complex_sales type Abstraction100002137.
- Complex_sales type Act100030358.
- Complex_sales type Commerce101090446.
- Complex_sales type Event100029378.
- Complex_sales type GroupAction101080366.
- Complex_sales type PsychologicalFeature100023100.
- Complex_sales type Sale101114824.
- Complex_sales type Sales.
- Complex_sales type Selling101113068.
- Complex_sales type Transaction101106808.
- Complex_sales type YagoPermanentlyLocatedEntity.
- Complex_sales comment "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.".
- Complex_sales label "Complex sales".
- Complex_sales label "مبيعات مركبة".
- Complex_sales sameAs m.05xfs4.
- Complex_sales sameAs Q13373512.
- Complex_sales sameAs Q13373512.
- Complex_sales sameAs Complex_sales.
- Complex_sales wasDerivedFrom Complex_sales?oldid=581615827.
- Complex_sales isPrimaryTopicOf Complex_sales.