Intermediary Purchasing from the Producer of the Product

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.

2. Emotional: Segment customers according to the personal emotional needs of the segment.

B. Needs to avoid sources of anxiety

3. Economic limitations: Segment customers according to the limitations set by their economic interests and concerns

Potential improvement in income of current customers: Customer segments whose revenues could increase if the supplier:
Taught the segment how to sell more effectively

No. SIC Year Note
1 7011 2003 Holiday Inns are using a selling point of efficiency to appeal to hotel developers. The new design for the building allows for 97% of the space to be revenue producing, compared with the previous 70%.

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