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 Capabiilty: Company capabiilty that crosses all products

Price Leader: The company can be counted on to lead the industry in price related innovation

No. SIC Year Note
1 2043 1990 Malt-O-Meal has indulged in newspaper advertising – previously taboo – and it occasionally indulges in local, limited coupon offers. Advertising plays up Malt-O-Meal's low prices.
2 2241 2005 Alabama Footwear Inc. was started 23 years ago. The Alabama sock industry consists of 75 small and midsize mills that effectively work as a cooperative. The mill specializes in white athletic socks, many sold as house brands at retailers such as Wal-Mart
3 3652 2004 Companies are experimenting with ways of distributing and selling music that, over time, are headed for the mainstream. Right now, the pricing at the nearly dozen major services, from Apple to Dell, is identical at 99 cents a song and $9.99 an album. But

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