Acquiring Customers - Posted

Acquiring Customers - Posted - AcquiringCustomers...

Info iconThis preview shows pages 1–8. Sign up to view the full content.

View Full Document Right Arrow Icon
Acquiring Customers
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
“The Consumer is Boss” What did you learn about how to acquire customers from  the article? Key Points: See it from the consumers point of view Living It / Working It Benefits “in the consumers eyes” What do they really do, not what you think they  do. Value not just price.  Value = Benefits / Cost. “ . . . compete like hell externally but to collaborate  like family internally.”
Background image of page 2
Background image of page 3

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
You own a sheep farm on a small  island . . .  You secured the $10,000 loan from a bank to buy the  machinery to make your sweaters. How do you define our customers?
Background image of page 4
Who are Customers? Customers are individuals and organizations with: Needs  or  Wants,  and Willingness  and  Ability  to purchase a good or  service being provided in the marketplace.
Background image of page 5

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Different types of Customers Final consumers  – individuals purchasing goods and  services for personal consumption (ex. Mom buys  groceries for her family’s meals) B2C Market : Purchases often driven by combination  of reason and emotion. Business customers  – individuals or groups of  individuals purchasing goods and services for use in a  business (ex. IBM purchases Intel computer chips for  use in their personal computers; Office Depot buys  Cingular phone services for all of their stores) B2B Market : Purchases are characterized by more  rational decision-making.
Background image of page 6
On Elliott’s Island, what types of  decisions do we need to make  regarding our customers?
Background image of page 7

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Image of page 8
This is the end of the preview. Sign up to access the rest of the document.

This document was uploaded on 11/01/2011 for the course BUS 101 at Miami University.

Page1 / 24

Acquiring Customers - Posted - AcquiringCustomers...

This preview shows document pages 1 - 8. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online