Intermediary Purchasing from the Producer of the Product

Sell Steps: Sell steps include the activities Intermediary customers take in selling and delivering the product to their customers. These activities include their own customer recruitment and product delivery.

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

B. Needs to avoid sources of anxiety

1. Risks in relationship: The customer segment needs reassurance it can trust
Company Capability: Company capability that crosses all products

Convenience Leader: The company can be counted on to be the industry leader in Convenience innovations

No. SIC Year Note
1 3500 2005 BlackBerry hardware is 70% of RIM's revenue. To avoid being a one-hit wonder, RIM has begun licensing its well-regarded software. Nokia has two phones on the market with stripped-down BlackBerry software and two in the works. Siemens has one with an inter
2 3576 2005 Electronic Data Systems is betting that its collaborations bring it growth in the business process outsourcing segment, one of the hottest in the industry at $3 billion. EDS is planning to invest $100 million more to set up ventures with other partners to move into the outsourcing of finance, accounting, and procurement.
3 3600 2003 The new competition surrounding TVs is a function of the fact that computing and consumer electronics are converging. Giants like Sharp and Sony have brand recognition and for now, brand names are drawing in the customers.
4 6141 1989 American Express is negotiating with fast food restaurants to get charge cards honored there.
5 6141 2000 EBay Inc. and Wells Fargo & Co. are teaming up on an ambitious plan to let millions of online enthusiasts take credit-card payments when selling items on the Internet. Billpoint, the joint effort of eBay and Wells Fargo, is meant to provide a faster way

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