ATLANTIC AVIATION - ATLANTIC AVIATION Team 1 Rusty...

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ATLANTIC AVIATION Team 1 Rusty McLaughlin Larry Miller Corrie Musgrave Luke Setzer
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Role of Demonstration Flights Introduce features of Westwind to customers Familiarize potential buyers with this jet and allow them to feel comfortable with it Provide a setting for customers to feel a sense of ownership of the jet Learn needs of the customer in order to provide personal savings or benefits data for them To Impress the customer!!
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Consumer Decision Making Process Step 1: Problem Recognition Current owners researched and approached by DSM’s directly Non-owners targeted with heavy advertising and direct mail and phone calls Step 2: Information Search The market served by only nine (9) manufacturers Step 3: Evaluation of Alternatives Total set – all nine (9) manufacturers Awareness set – Gates Lear Jet, Cessna Citation, Mitsubishi Diamond, Falcon, and Westwind Consideration set - Gates Lear Jet, Cessna Citation, Falcon, and Westwind
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ATLANTIC AVIATION - ATLANTIC AVIATION Team 1 Rusty...

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