a2f28abd_Marketing__3
[0] Installations. [1] Major capital goods used to produce a final product, but not part of the final product. [2] Long-lasting; involved in production of many units of the final product over several years; involve large monetary outlays; capital budgeting committee involved in purchase decision; sold directly from manufacturer. [3] 
Presents real chanllege because there are few potential coustomers at any one time, average sale is very large. Many installations are custom0made to fit a partcular customers needs, therefore sellers must provide enginerring and design services before making a sale. Often long perod of negotiation prior to fina transaction. Firms sell installatin must usually provid emany post sale services, ie installation, training, maintenance repair and sometimes financing. Small number of buyers large monetary volue of each sale and custom engineering involved, distriution usually dirct from producer to customer. Some wholesale distributors provide replacement parts and repair services for equipment already in operation. For similar reasons promotional emphasis is usually on personal selling rather than advertising, High-caliber, well-trained salespeople are critically important in the marking of installations.
Marketing
3