Planning, executing, and closing the sale

Complex transactions such as high-technology sales can and should be treated as projects and subjected to project management discipline and processes. Sales can be regarded as defined processes with start times and end times, the same as projects. Closing a sale is equivalent to the successful completion of a project. Project management can be applied in the initiating, executing, and closing phases of the sales cycle. Sales representatives, in the role of project managers, are commissioned against the sale and thus challenged toinfluence effectively their internal organization and obtain 'buy-in' from the rest of the project team. Once a sale is closed, the relationship with the vendor organization moves into post-sales, or delivery of the sold product or service.
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