Therefore this feature applies fully to a consultative sales process employs the skills and talents of a group of professionals specialized, internal or external to the organization. In the implementation of projects is typical conformation of a project team, which is structured according to the objective of the project. A sales process, also the seller, as the Manager of this project, must select a project team, which is defined based on the characteristics of the sale and the prospect. Therefore, the concept of project team is fully applicable. An interesting concept applied in some methodologies called sales there are the creation of a Virtual Organization. This concept recommends that consultative seller should structure an organization composed by the staff of the company, leaflet and bodies external, if necessary, allowing him to comply with all activities requiring the entire sale process. Each of these activities must have a responsible of this virtual structure.

Then this concept of project management apply perfectly. The technical elements and practices many times are not that fails in the projects. Success or failure in the projects is due to people. Also in the processes of sales, much of the responsibility for success or failure in the sale is due to the work carried out by the people. It is unique. In general, a project is a unique activity which does not recur with regularity and not repeats in a way identical. This is fully applicable in consultative selling.

A process of sale of a good or service of high involvement in B2B environments is never exactly equal. All prospect is different, the needs are different and the way of dealing with a possible solution may be different. I have had the opportunity to make sales of information systems for different companies, but who develop the same economic activity and by consequent are similar in their needs.