Final Customer Buying from the Product Producer

Acquire Steps: Acquire steps include all activities the customer completes preceding the use or the consumption of the product. These steps include the customer's efforts needed for evaluation and acquisition of the product.

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

2. Familiarity with specific product

Customer segment does not know product because the product is:
New in the channel of distribution

No.	SIC	Year	Note
1	3600	2002	The new Gillette stadium was home to a dazzling electronic display system supplied and installed by Daktronics Inc. The 65,000 fans on hand could see live action video and replay on the system, as well as animation, player information and rotating message
2	4512	2004	Delta Air Lines has been especially effective in selling its airport lobby self service model to customers. Delta began building interest through advertisements in national newspapers and on television radio.
3	4832	1997	In Orlando, in addition to having five separate sales forces for each of the company's five radio stations, Cox has established a separate sales team which is charged with the task of attracting non-traditional advertisers to radio.
4	4832	1997	The company is dedicating salespeople to work exclusively on developing relationships with advertisers who in the past did not use radio as a primary medium.
5	4832	2002	Internet radio is free and commercially supported. Country-music fans can tune into KPIG.com, the online companion to a lower-power station near Santa Cruz, Calif., and electronic-music fans can visit Dublab.com.
6	8721	1999	H&R Block held a sweepstakes that offered to pay a year's income taxes for the winner. It was promoted with a banner displayed on several Web sites, and about 60,000 people clicked on it.

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