Specification selling
Also called spec selling
Reviewed by Dasha ShakovVP Marketing, Proton
Updated
What is specification selling?
Specification selling is the work of getting a product written into a project’s plans or specifications so that contractors bidding the job must quote it. The engineer, architect or designer makes that choice, and the practice is common in electrical, lighting, HVAC and plumbing distribution, where many products are chosen months before anyone orders.
Specification selling example
Early in a hospital design, a lighting rep and the distributor’s lighting specialist get a fixture line into the specifications. A year later, every contractor bidding the electrical work has to price those fixtures.
Related terms
- Manufacturer’s representativeA manufacturer’s representative is an independent salesperson or agency that sells a manufacturer’s products on commission, without buying or stocking any.
- Job accountA job account is a separate account a distributor opens for one construction project, so material for that job is tracked, billed and secured on its own.
- QuoteA quote is a distributor’s written offer to sell specific items, in specific quantities, at stated prices, with availability, lead time and an expiry date.
- Request for proposal (RFP)A request for proposal (RFP) is a formal document in which a buyer describes a need and invites suppliers to propose how they would meet it.
