Lesson plan
Complex sales
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. These types of sales can take up to 8 to 18 months, as multiple people from higher management are involved.
Article summary
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. These types of sales can take up to 8 to 18 months, as multiple people from higher management are involved.
Key claims
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Discussion questions
- Summarise the article in your own words. Which single claim would you verify first, and why?
- Which claim in this article is most likely to be revised as the sources update? How would you check its current status?
- If two sources disagreed about one of these facts, what would you need in order to trust one over the other?
Bibliography
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Key claims and bibliography are generated from the same tracked claims and sources as the article page.