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Selling New Products

Published on September 27, 2009 By

But it usually makes more sense to aim new products at the Innovators and Early Adapters. Innovators are more likely to take a chance with a new product or new technology. And because innovators are usually, though not always, small companies, they make purchase decisions more quickly. Moreover, the actions of Innovators influence all the [...]

Selling to the Right Customers -2

Published on September 14, 2009 By

Selling to the Right Customers -1 Well, the world doesn’t work that way. Fortune 500 companies are large, bureaucratic organizations. They have numerous rules and qualification criteria, and they are generally hesitant to try new technologies and products. Selling to those companies is a long and tedious process, lasting a year or more. Startups would [...]

Distribution and Selling #2

Published on March 19, 2009 By

This article is bundled from previous Distribution and Selling article. Pre-selling, and the directness of communication between manufacturer and consumer, has certainly changed the traditional role of the retailer, and indeed of the wholesaler too, in a great number of products. This process is still incomplete, and great changes are still taking places, but one [...]