By contrast, many companies choose a transactional selling model, which is quite different from the enterprise model. Whereas, enterprise is multi tiered, multi-locational and very consultative and strategic in approach, transactional selling model lends itself towards commodities products, where the buyer is not nearly as sophisticated, the decision making cycle is not nearly as long, and the sales cycle, as a result, can go very, very fast. Companies that are involved in a transactional selling model include everything from companies that are doing telesales and closing deals over the phone, such as shrink wrapped software companies, through to purveyors of commodities services, where going for the close on the first or the second call is easy.
The transactional selling model is very good if you're product is well understood by your target audience, already in demand, is purchased by a large percentage of your target, and where the decision making and sales cycle and switching costs in order to purchase your products are relatively low. Typically, a transactional based selling model does not require a sophisticated sales organization...it's mix of field and inside major account salespeople - it typically lends itself towards a telesales model or a straight field sales or a hybrid model, where there is no hand off between in side and outside sales, between lead generation from the telemarketing perspective and inside sales. So, many companies choose a transactional selling model when they're in a very competitive market and the sales cycle are short, the average selling price of the product is low, and the actual sales process is simplified down to its lowest common denominator.
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