Features of project sales

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Project sales are characterized by the fact that they involve more people than transactional sales. For example, at different stages, employees from different departments may be involved - project, marketing, strategic solutions, customer service, etc.

Features of project sales


Here, the clients are large companies, and guatemala mobile database transactions, the cost of which can amount to millions of rubles or dollars, require higher-quality planning and careful development.

Other features of such sales :

Involvement of representatives of other parties (experts, consultants, etc.) in the discussion.
A more difficult way to reach agreement is that the customer may not initially have a full understanding of what they need, so the proposal evolves and expands as the discussion progresses.


Sometimes the decision-making system is opaque – the final word is with the customer, and in order to convince him, it is sometimes necessary to seriously deviate from the content of standard sales proposals.
As a rule, the customer considers several alternative options, and the price factor is usually not the determining factor – the main thing is gaining confidence in the implementation of the project.