Transactional Selling
Transactional Selling is defined as “the ability to identify opportunities within which to position a fully functionally defined, stand-alone component.” Components in themselves usually do not deliver end-user functionality. Hence, a Transactional Sale is much more about the technical integration of a component into an application coupled with justification as to why the seller's component will perform better than another. Transactional Sales usually occurs at the technical and procurement levels.
With the aims of:
1) Evidencing to the customer the ease with which their offering can be integrated into the customer’s own offering
2) Highlighting the key functional benefits of their offering to meet the customer’s needs
3) Creating a feeling of fondness for the offering, such that the customer feels a preference to select them as suppliers over all other options
Candidates require a range of capabilities to perform this role including the ability to:
- Prospect vigorously to identify opportunities
- Identify application areas within which the component could contribute value
- Apply a high level of technical competence
- Determine how much application benefit would result from use of component
- Build competitive analysis showing own component in favorable light
- Locate and access decision makers
- Close the sale
