Question from sales department

[maiyaa]

Hello dear factory automation gurus!
I'm working for a company which sells automation products, I'm very good at talking, negotiating but I have only shallow knowledge about products that I sell. We are only offering products and main clients are engineering companies or other resellers so not much input from them on actual process.
If that's not too much to ask I wanted to understand - who decides on which brand to use in factory i.e. Siemens, Rockwell, Schneider etc.? Is the process of choosing long and complicated? And how you all do not get caught up in hundreds of thousands SKUs that each manufacturer offers?
I've been admiring you job for some time now and wish you all best of luck in future endeavors.