You resell equipment for water, wastewater or industry. A customer asks you for a ladder for a reservoir. They give you a height, a quantity, and sometimes nothing more. The top exit, the safety cage, the fixings: it is up to you to suggest them.
Then they take their time deciding. Sometimes they hesitate over composite, and you wait to hear back. Meanwhile, other jobs come in.
At the end of your sale, someone climbs down.
It is a technician working for your customer, or for your customer’s customer. You will probably never meet them. But the ladder they climb down will be the one you suggested.