Browse Definitions :
Definition

backdoor selling

Backdoor selling is a social engineering practice used by a supplier or seller to gain a competitive advantage prior to negotiations or competition for a contract or sale. The practice reduces the buyer’s leverage and the need for negotiation, thereby often assuring a contract or getting a better price for the seller.

Backdoor selling involves asking questions to acquire information that the buyer wants to protect or that competitors lack. The salesperson would not generally target employees involved with procurement but other staff who are unlikely to recognize the value of the information sought.

A product or goods seller might probe in areas like price, quality, delivery, service life and the performance of competitors. Relative to a contract, a supplier might ask questions about which requirements were most important or how essential deadlines were. Based on this knowledge, a supplier can emphasize requirements and contract elements that are most important; a seller might push for a higher price and include fees that might otherwise have been forgone as an incentive.

By circumventing standard procurement procedures, backdoor selling essentially games the system designed to protect the buyer’s interests and ensure fair competition among suppliers. Gray-area techniques like backdoor selling are often used by experienced sales persons and included in sales training materials. Despite its common use, however, backdoor selling can be considered a low-level form of industrial espionage.

Backdoor selling can also refer to the selling of goods to a consumer outside normal purchasing rules. One example of this type of backdoor selling is sales by wholesalers direct to consumers, contrary to existing agreements with retailers.

See a video demo of backdoor selling and how to protect yourself from it:

This was last updated in June 2016

Continue Reading About backdoor selling

SearchCompliance

  • compliance risk

    Compliance risk is an organization's potential exposure to legal penalties, financial forfeiture and material loss, resulting ...

  • information governance

    Information governance is a holistic approach to managing corporate information by implementing processes, roles, controls and ...

  • enterprise document management (EDM)

    Enterprise document management (EDM) is a strategy for overseeing an organization's paper and electronic documents so they can be...

SearchSecurity

  • unified threat management (UTM)

    Unified threat management (UTM) describes an information security (infosec) system that provides a single point of protection ...

  • physical security

    Physical security is the protection of personnel, hardware, software, networks and data from physical actions and events that ...

  • attack vector

    An attack vector is a path or means by which an attacker or hacker can gain access to a computer or network server in order to ...

SearchHealthIT

SearchDisasterRecovery

  • risk mitigation

    Risk mitigation is a strategy to prepare for and lessen the effects of threats faced by a business.

  • call tree

    A call tree is a layered hierarchical communication model that is used to notify specific individuals of an event and coordinate ...

  • Disaster Recovery as a Service (DRaaS)

    Disaster recovery as a service (DRaaS) is the replication and hosting of physical or virtual servers by a third party to provide ...

SearchStorage

  • cloud storage

    Cloud storage is a service model in which data is transmitted and stored on remote storage systems, where it is maintained, ...

  • cloud testing

    Cloud testing is the process of using the cloud computing resources of a third-party service provider to test software ...

  • storage virtualization

    Storage virtualization is the pooling of physical storage from multiple storage devices into what appears to be a single storage ...

Close