Closing a Federal Sale

From GOVSALESWIKI

By Richard White

Having a way to close a federal sale is critical to success in the federal market. The most prevalent methods used to close sales transactions are through modifications or extensions of existing contracts and or through multi-vendor blanket contracts. Insiders have an edge because they have these two types of closing mechanisms.

Making sales in the commercial sector can be difficult but closing a sale usually isn’t. In the commercial sector, a senior manager works with vendors to decide which product best suits his or her company's needs. The purchase is then consummated through the use of a credit card or, in the case of a high-dollar transaction, the purchase is completed by the company’s purchasing department. Actually making the purchase once a decision has been made is relatively simple.

Read More at http://www.fedmarket.com/whitepaper_download.php?which_one=closing