Intermediary Customer Purchasing from the Product Producer

Obtain Steps: The Obtain steps include all activities preceding the selling of the product. These activities include the costs of identifying potential suppliers and stocking the product.

Knowledge: Add knowledge

2. Relative benefits – Help customers understand the unique benefits of your product

Deliver brand message to customers

No. SIC Year Note
1 2052 1998 Hoping to raise sales again, Nabisco is planning to assign each customer its own sales rep.
2 5411 2004 Sysco has been the nation's leading food distributor for over a decade. The company has built new distribution centers, nurtured it customers via its 8,000 person sales force, and cranked out private label foods that brought in $11 billion last year.
3 7389 1990 Visa's new ad campaign is its first-ever directed to merchants, to convince them that American Express's higher fee to merchants is exorbitant. The ad campaign will be a direct-mail package to 250,000 merchants, asking them to remove all American Express.

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