Final Customer Purchasing from an Intermediary of the Product

Use Steps: Use steps include all the Final customer’s activities to find the appropriate product category at the Intermediary, to choose among the alternatives to the product and to take delivery 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

3. Knowledge of product technology

No. SIC Year Note
1 4813 2002 Wireless cell phone shops help buyers sort through the cacophony of options. Many customers ask about VoiceStream Wireless, the traditional low-cost provider. When the sales representatives pull out a map that shows the gaps in VoiceStream's coverage, particularly in the West. "Most people who come in here choose AT&T or Verizon. They want low prices, but they want good quality too. Prices have come down so much that now they can get both," he says.
2 5611 2002 Men's Wearhouse has spent a significant amount developing software for Web-enabled personal computers that have replaced cash registers. The PCs allow sales personnel to not only ring up purchases but check inventory and retrieve information on what to wear and when. The retailer is also using the new terminals for companywide e-mail and other personnel services. For instance, the technology supplements an in-house training program called Suits University. Online photos help wardrobe consultants know what's appropriate attire for everything from a job interview to a formal date. The system can also provide week-to-week training about hot merchandise and help staff learn the most about the item and how to sell it. The system has improved overall corporate communications, allowing management to e-mail companywide the tabletop clothing displays designed to move in-demand or clearance items quickly.
3 6021 1999 Bank of America, in a move aimed at encouraging small business to jump onto the Internet, is expected to announce today a service that it lets companies build an online store through the nation's second largest bank.
4 6289 2000 Merrill Lynch Direct offers IPOs only to accounts with more than $100,000 in assets and margin accounts must be stocked with at least $20,000 in assets. If traders meet the requirements, they are offered access to notable institutional research, new from Dow Jones and S&P reports.
5 7375 2001 offered a free electronic bulletin board system where users could connect and find information. It offered discussion forums, chat, email, news, weather, movie and music reviews, multiplayer gaming, horoscopes and personal ads.

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