Browse Definitions :
Definition

backdoor selling

Contributor(s): Matthew Haughn

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

Start the conversation

Send me notifications when other members comment.

Please create a username to comment.

-ADS BY GOOGLE

File Extensions and File Formats

SearchCompliance

  • compliance audit

    A compliance audit is a comprehensive review of an organization's adherence to regulatory guidelines.

  • regulatory compliance

    Regulatory compliance is an organization's adherence to laws, regulations, guidelines and specifications relevant to its business...

  • Whistleblower Protection Act

    The Whistleblower Protection Act of 1989 is a law that protects federal government employees in the United States from ...

SearchSecurity

  • orphan account

    An orphan account, also referred to as an orphaned account, is a user account that can provide access to corporate systems, ...

  • voice squatting (skill squatting)

    Voice squatting is an attack vector for voice user interfaces (VUIs) that exploits homonyms (words that sound the same but are ...

  • WPA3

    WPA3, also known as Wi-Fi Protected Access 3, is the third version of the security certification program developed by the Wi-Fi ...

SearchHealthIT

SearchDisasterRecovery

  • business continuity policy

    Business continuity policy is the set of standards and guidelines an organization enforces to ensure resilience and proper risk ...

  • business continuity and disaster recovery (BCDR)

    Business continuity and disaster recovery (BCDR) are closely related practices that describe an organization's preparation for ...

  • warm site

    A warm site is a type of facility an organization uses to recover its technology infrastructure when its primary data center goes...

SearchStorage

  • cache memory

    Cache memory, also called CPU memory, is high-speed static random access memory (SRAM) that a computer microprocessor can access ...

  • disk array

    A disk array, also called a storage array, is a data storage system used for block-based storage, file-based storage or object ...

  • enterprise storage

    Enterprise storage is a centralized repository for business information that provides common data management, protection and data...

Close