THE COMPLEXITY OF THE SALE PROCESS

Liviu Neamtu and Adina Claudia Neamtu
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Liviu Neamtu: CONSTANTIN BRANCUSI UNIVERSITY
Adina Claudia Neamtu: CONSTANTIN BRANCUSI UNIVERSITY

Annals - Economy Series, 2018, vol. SPECIAL, 84-89

Abstract: Acomplex sale takes place when the market is mature and the stakes are high enough to attract the attention of a variety of stakeholders in the purchasing organization. A complex sales process is necessary when the buyer has never had experience with the seller, the technology being sold or the solution is critical to business or has an impact on the purchasing organization at strategic level. The need to have more interested parties or buyers involved relates to the level of risk involved in the purchase or sale of goods and/or services. As a buyer or purchasing organization if the purchase affects only a small group of people or a purchasing organization component, then the decision is often taken by a buyer and the process tends to be quite transactional. If the acquisition affects the entire organization, affects the company strategically or may change the buyer's business process, then often the sales person must have a set of skills that is more in agreement with an expert or consultant in the matter than a traditional seller. Large or complex sales opportunities of an international nature require an additional set of personal and sales skills. The need for intercultural awareness can add more complexity to the sales process.

Keywords: sale; organization; complexity; process; market (search for similar items in EconPapers)
Date: 2018
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