PARTICULARITIES OF SELLING CYCLE OF HIGH-TECH PRODUCTS

Selling high-tech products may require a different approach from the ordinary selling process. The essential difference is that the customer must to be educated as to what the product is before it can be sold Selling a high-technical product may need to explain what the product is, what does it do, and how will it benefit the customer. So, the process of selling requires greater product knowledge of the sales person, larger lead times to make the sale, sales people have to be more problem solving and consulting oriented Training and servicing the customer after the sale is so necessary. In this paper we will talk about the selling process of high-tech product, about the selling cycle and how it can be shorten, and in the end, we will drop some conclusions regarding this subject.