Technologizacja sprzedaży, czyli koncepcja długiego ogona w praktyce
Sales Technology or the Concept of a Long Tail in Practice

Summary/Abstract: The space in which modern enterprises come to operate is transformed from month to month, from day to day. Computerization and Internetization make the world shrink. Every trader can communicate with clients from all over the world. There are no time and space barriers. Market niches, once overlooked due to low return on capital, are becoming available like never before. The Internet makes partial small groups grow into attractive segments for which smaller and big players compete. Technologization means that digital advances are eagerly absorbed. The “long tail strategy” has found fertile ground to flourish. Starting a business in a market niche is now becoming a natural activity for start-ups. The research goal of the considerations undertaken in this article is to illustrate the advantages of implementing the long tail concept as one that is based on new technologies allowing to reach a niche customer. The object of the research was the company called “Footshack.pl”. The following research methods were used to obtain the research material: critical bibliographic analysis as well as site-centric and user-centric of the original material. This material allowed to indicate the implications of applying the concept of the long tail strategy on the possibility of reaching a niche client.

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