The marketing of installations presents a real challenge because there are few potential customers at any one time, and the average sale is very large. Many installations are custom-made to fit a particular customer’s needs; therefore, sellers must provide some engineering and design services before making a sale.
Often along period of negotiation precedes the final transaction. Firms selling installations must usually provide many postsale services, such as installing the equipment, training the customer’s personnel in its use, providing maintenance and repair services, and sometimes financing.