Large sales of multimillion project for control systems of gas liquefaction (LNG) in North Africa.
Projects sales require a special effort. The key factors are:
-Customer value perception;
-Customer's business understanding;
-Decision making process analysis;
-Key opinion leaders identification;
-Project financing;
Projects sales is the result of a team effort, different people and characters are involved and customer understanding has a critical value. The product performance are one of the variables, sometime not the most important.