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.
3. Intellectual: Segment customers on the basis of their current knowledge and understanding of the company and its products
A. Knowledge of company and company product
1. Familiarity with company and brand, crossing all products
Customer knows the channel brand but not the producer brand – Segment knows channel brand primarily for:
|1||3577||2002||EMC Corp. and Dell are creating a plan for Dell to make a low end storage box designed by EMC.|
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