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.

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

Savings of potential product vs. current solution: Savings on customer building block costs:
Purchases costs – Segment saves purchase costs

No. SIC Year Note
1 3571 1994 Computer manufacturers began selling to the largest dealers direct, thus further taking away sales from distributors.

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