Project sales are a much longer, more complex and labor-intensive process. If the key task is to implement such work, then each transaction is considered unique and unrepeatable. In kuwait phone number different sources, such sales can be called long, complex, consolidated. Their result is usually the conclusion of a large contract.
Features of project sales
Project deals are characterized by teamwork. It involves employees of the sales department, strategic planning, project department, etc. Clients are usually companies from medium/large businesses. The price of the deal can reach millions and billions of rubles. It is not surprising that each sale is preceded by lengthy, meticulous preparation.
Features of project sales
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Project sales have other differences:
In them, the stages of the transaction change depending on the decisions made by the buyer.
A significant period of time elapses from the moment of the client’s first contact with the company until the signing of all necessary documents for concluding the contract.
A large number of employees involved in preparing and coordinating all details of the transaction, especially on the buyer's side.
A preliminary tender, which allows the client to consider several similar proposals for cooperation from different companies.
The stages typical for regular sales are not relevant for project sales in construction.
Business processes and implementation stages correspond to the stages of decision-making by the buyer.
The efficiency of task execution is monitored for all clients using special metrics (number of edits, resources spent on a separate stage, etc.).
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The manager and employees involved in project sales require special skills. The manager must be not only an administrator, but also a salesperson and a psychologist. Along with this, he/she must have sufficient project competencies, employee management skills, creative thinking, combined with a pragmatic approach and stress resistance.
Whether a contract will be concluded or not depends on the seller's understanding of the client's tasks, development opportunities, and individual characteristics. The main difficulty: when conducting project sales, the subject of the transaction is intangible. This could be a program for automating business processes, online courses, company branding, an architectural project, etc. It is very important that the seller and the client develop a common vision of the final result of the cooperation.
Managers involved in project sales often make a fairly simple mistake. They focus on the advantages of the product and the company, without paying due attention to the needs of the buyer. If the client needs a comprehensive territorial development plan, and the seller puts the success of his company and the professionalism of the employees at the center of the discussion, it will be difficult to ensure that the end result fully meets the customer's expectations.