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.
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
|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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