To know enterprise sales model better we must know there are three types of sales.
There is self service sale, transactional sale and enterprise sales. Self services sale such as for Dropbox which has low customer acquisition cost whereby customer himself goes up-to deciding the usage by signing up, filling required information and using the product as their own pace. It comes with help documents online and minimum or almost no sales support. Hence self service involves less interaction infect almost no interaction at all.
Transactional sales lies somewhere in between the enterprise sales and self service sales model. There are some products and services that can be bought online and some need customer services or sales staff support. In a transactional sales service kind of model there are more people involved in sales cycle and there is higher price point when compared with a self service model.
This model is suitable for companies having products of higher price value, mid to large companies and there is a lot of focus and emphasis on the marketing of the products. You will see the sales person talking about the products and sharing their features, doing comparisons, talking about their shelf life etc. Hence you will have an interaction, someone to represent the product etc. Make your Enterprise sales management case study assignment writing task easy with BookMyEssay.
Enterprise sales is adopted by companies having products with technical specifications and need training for usage. Beside they have longer sales cycle. An enterprise sales customer must be given various service addon like on boarding process, security, after sales support proof of return etc. These products need lot of focus and details on its usage, installation, manual help and after sale support help. This can be a computer set up where we need to know the installation details, its technical specifications, after sale support, warranty of parts etc.
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