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.

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

Knowledge of company and company product: Familiarity with company and brand, crossing all products:
Customer knows company, not brand

No. SIC Year Note
1 2053 1998 Hoping to raise sales again, Nabisco is planning to assign each customer its own sales rep.
2 3500 2002 Electrolux, a provider of professional food service equipment in Western Europe replaced 15 small brands with a few big brands. They decided to do this based on the results of a transnational survey. They were able to develop more effective, cohesive mean
3 3571 1999 Toshiba has introduced a new line of PCs aimed at independent vendors that build PCs to order.

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