Selling Complex Products and Services in Todays Global Economy

Companies selling complex products and services have always had their own very specific challenges as well as the wider issues that all sectors of industry have to face. The changing business, economic and technology landscape has thrown these unique challenges into sharp focus.

The global marketplace and the pervasiveness of the internet have, perhaps inevitably, taken longer to impact the world of complex product selling than other sectors. But even companies in the most protected market spaces can no longer ignore the changes brought about by these and other factors.

In this paper we look more closely at the issues and opportunities that arise from these changes; in particular, the challenge of capturing and deploying the knowledge that the extended enterprise needs to sell complex products and services in todays global economy.