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Vendre de la technologie de pointe

 
       In this lesson we are going to explore some of the techniques used to sell High Tech products such as computers.

The nature of the market

     The characteristics of this market sector are defined by the nature of the products themselves. The computer industry evolves very rapidly. See Moore's Law (in English) or la loi de Moore (in French).

     Recent developments in the industry have led to a convergence of Information Technology (computer science), Telecommunications, and various media such as Television, Cinema (DVDs) and Photography. The personal computer can now function as a substitute for, or even replace many other products (TVs, DVD players, Telephones, Cameras, etc.)

     Computer buyers can be motivated by many factors but they are basically divided into two types.

     The first type is called the "early adopter". Early adopters of new technologies are usually very knowledgeable about the product. It is not difficult to sell new products to this type of consumer since he/she desires the latest (cutting edge) technologies. However, the sales person must be knowledgeable and above-all, up-to-date about emerging technologies and products. The sophisticated consumer requires a certain level of expertise and complicity in the salesperson in order to feel confident in his/her purchase.

     The second type is composed of "everyone else". These consumers are motivated by traditional advertising, opinions of their friends or family members or advances in technology that render their current equipment obsolete. Consider the advances in memory technology which have produced tiny USB memory keys making smaller capacity removable storage devices (floppy disks, Zip® drives) obsolete.

Putting it all together

     In previous lessons you have learned about asking and answering questions, prepositions, time, and the various units of measure. Now is the time to put it all together and convince your customer to buy the latest in computer technology.

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