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.

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

B. Needs to avoid sources of anxiety

3. Ecomonic limitations: Segment customers according to the limitations set by their economic interests and concerns
Potential improvement in income of current customers
Customer segments whose costs could decrease if the supplier:

Taught the segment how to reduce costs

No. SIC Year Note
1 2834 1992 Medco calls doctors to suggest their changing drugs to less expensive ones. 40% of the doctors switch and sometimes start prescribing the cheaper drug for their other patients, passing on a reduced cost to customers.
2 7372 2002 The start up Center Beam held a cruise in which senior IT people and vendors get together. The cruise was paid for by the vendors who had a captive audience for their sales pitch. The cost for the entire event was around $30,000.

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