Intermediary Customer Purchasing from the Product Producer

Sell Steps: Sell steps include the activities Intermediary customers take in selling and delivering the product to their customers. These activities include their own customer recruitment and product delivery.

Knowledge: Add knowledge

1. Company and products – Help customers recognize and recall name of company and its products

c. Attract attention of customers to brand name

Approach customers individually

No. SIC Year Note
1 2800 1992 A marketing blitz has sent samples of Lever 2000 to half of all U.S. households. Lever ads show lots of skin.
2 3711 1990 BMW is encouraging its dealers to get out of the showroom to find buyers. Is telling them how to make cold calls, organize promotional events, and launch direct-mail campaigns.
3 7319 1986 Precision Target Marketing works like this: A company, say Burger King, pays Precision to survey consumers by phone. Precision then compiles a list of McDonald's and/or Wendy's customers, and directly mails them Burger King coupons.
4 7900 2002 To put together tour groups, Sunflower began scouring Web sites for wine stores, and sending them information about food and wine tours through Australia. It has been in touch with garden clubs and florists, and is selling a packaged tour. It's even making musical performances part of the tour.

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