Final Customer Buying from the Product Producer

Acquire Steps: Acquire steps include all activities the customer completes preceding the use or the consumption of the product. These steps include the customer's efforts needed for evaluation and acquisition of the product.

3. Intellectual: Segment customers on the basis of their current knowledge and understanding of the company and its products.

A. Knowledge of company and company product

1. Familiarity with company and brand, crossing all products

Customer knows both company and brand – Segment knows company and brand primarily for:

No. SIC Year Note
1 3577 2002 EMC Corp. has struck a deal with Dell to sell co-branded products, thus they gain thousands of new customers in the midrange storage market which is dominated by HP.

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