Abstract: With the aggravation of market competition, it is particularly important that a right sales strategy is chosen for any enterprise, if it wants to enter, occupy, consolidate and expand the market. As a relatively new sales strategy, probabilistic selling has been accepted and recognized by more and more people. Probabilistic selling is that sellers combine their existing products or services into probabilistic product, and take it as an additional purchase option for potential buyers. It is widely used in aviation, tourism and retail industries. For example, some clothes or shoes have been combined into probabilistic products to sell at a low price by some well-known retailers(such as Amazon), and consumers only get information about color, style, design, pattern and so on until they get the products.

Key words: power structure; supply chain; probabilistic selling; strategy