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

Familiarity with specific product:
Customer segment uses a similar product for work, home or leisure

No. SIC Year Note
1 2834 1989 In 1988 when Kansas called for competitive bids on 30 drugs, several companies responded. Bids were accepted on 6 products, each a lower-priced generic version of a brand-name drug. If a doctor prescribes the brand-name version, they won't pay for it.
2 3149 2004 Puma's sporty advertising campaign is trying to remind consumers that it is an athletic brand, not just a trendy sneaker. The relaxed vibe in the ads serves as a striking difference to rival Adidas' intense new "Impossible is Nothing" campaign.
3 3674 2000 Advanced Microdevices (AMD) demonstrated a 1.1 gigahertz version of the Athlon chip which has given AMD a beachhead at the high end of the microprocessor market which Intel had to itself.
4 3711 2004 Mercedes toured nine of its model lines in 12 cities this summer, allowing consumers to drive its new cars in what the company dubbed the "LoveMercedes Tour."
5 6141 1990 Visa's new ad campaign is its first-ever directed to merchants, to convince them that American Express's higher fee to merchants is exorbitant. The ad campaign will be a direct-mail package to 250,000 merchants, asking them to remove all American Express
6 7319 1986 Precision Target Marketing works like this: A company, say Burger King, pays Precision to survey consumers by phone. Precision then compiles a list of McDonald's and/or Wendy's customers, and directly mails them Burger King coupons.
7 7375 1999 which is 15% owned by the National Association of Realtors, takes no piece of the agent's commissions. It does charge for advertising an agent's home page.

<<Return to Sell Steps