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Sales Cycle

Assume you invented a new plastic-shaping technology that allows plastic products to be manufactured much more cheaply. When you talk to manufacturers, though, they are skeptical because the new method is so radically different from any technology they have ever used before.

  1. What do you think the sales cycle for the technology would look like? What would the most important step of the sales cycle be? Why?
  2. What type of sales force would you utilize and why?
  3. What marketing activities could help you shorten the sales cycle and how?

Please make sure you support your initial posting with a credible reference.

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