Complex Sales Cycles

Complex Sales Cycles is a sales process model characterized by prolonged decision-making periods, multiple stakeholders, and intricate negotiation phases that distinguish it from transactional or linear sales approaches.

Publications

212

Citations

Authors

Institutions

Publications per year

2017–2026

Parents

Consultative Selling

Publications

Weathering Tight Economic Times: The Sales Evolution of Consumer Durables Over the Business Cycle

Barbara Deleersnyder, Marnik G. Dekimpe, Miklós Sárváry et al. · Quantitative Marketing and Economics · 2004 · 129 citations

Social Sciences, Business Economics, Economics +15

Internet commerce for small businesses

Chang‐Tseh Hsieh, Binshan Lin · Industrial Management & Data Systems · 1998 · 54 citations

Business, Management Information Systems, Strategic Management +13

Spectrum auction design: Simple auctions for complex sales

Martin Bichler, Jacob K. Goeree, Stefan Mayer et al. · Telecommunications Policy · 2014 · 29 citations

Business, Business Economics, Economics +10

1–3 of 3

Authors

PM
Philip M. Parker
INSEAD, France
1 publications · 129 citations
1
h-index
BL
Binshan Lin
Louisiana State University in Shreveport, United States
1 publications · 54 citations
1
h-index
JK
Jacob K. Goeree
University of Virginia, United States
1 publications · 29 citations
1
h-index
BD
Barbara Deleersnyder
Tilburg University, Netherlands
1 publications · 129 citations
1
h-index
CH
Chang‐Tseh Hsieh
University of Southern Mississippi, United States
1 publications · 54 citations
1
h-index

1–5 of 10

Institutions

1–7 of 7

Venues

Industrial Management & Data Systems
1 publications · 54 citations
1
h-index
Quantitative Marketing and Economics
1 publications · 129 citations
1
h-index
Telecommunications Policy
1 publications · 29 citations
1
h-index

1–3