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.
B. Needs to avoid sources of anxiety
2. Limitations set by time: Segment customers according to the causes of the limitations set by time.
Delays related to location: Identify characteristics relted to the location of purchase or use that separate one group of customers from others.
Distance from the company, from the product, from competition or from some other preferred location.
Distance from competition
|1||3089||2004||An ill-managed deal with retail giant Target left Tupperware reeling. Dependent on traditional Tupperware parties to sell the plastic storage containers, the introduction of the products to Target was disappointing and alienated many sellers. Because products were easily available, interest in the profitable parties plummeted and ended up cannibalizing profits. The company will attempt to rebound with a revised version of the traditional parties. These social events will ply customers with food and wine to increase sales.|
|2||6331||2005||Philadelphia Consolidated Holding, an insurer, goes where most other insurers don't by finding the market niches that feature little in the way of competition. One area is the sports market, which Philadelphia Insurance targeted as a key focus area last year.|
|3||7372||2004||Best Software has focused on the smaller companies to sell their wares. The company is the North American unit of Sage Group. The British conglomerate sells more than $1 billion in software each year through regional brands worldwide.|
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