An Individual – A Specific Person, Apart from the Company or Process

A Final customer buying from an intermediary of the product The Final customer is the one who makes the final decision on what product to buy and from which supplier to buy it. Most consumer products, and many industrial products, reach Final customers through Intermediaries.

Acquire Steps: Acquire steps include all activities the customer completes preceding the purchase of the product. These steps include the customer's efforts needed to identify and evaluate Intermediaries and travel to the Intermediary location.

2. Emotional:

B. Needs to avoid sources of anxiety
1. Risks in relationship: The customer segment needs reassurance it can trust:
a. An individual – a specific person, apart from the company or process




1 5731 2004 One approach J&R used to thrive on the Internet was to offer its key advantage – its sales staff – to Web customers. Rather than having a Web contact form or listing a toll-free phone number, the site lists actual salespeople you can call.