Intermediary Customer Purchasing from the Product Producer
Obtain Steps: The Obtain steps include all activities preceding the selling of the product. These activities include the costs of identifying potential suppliers and stocking the product.
A.
Knowledge: Add knowledge
2. Relative benefits – Help customers understand the unique benefits of your product
c.
Deliver brand message to customers
| No. | SIC | Year | Note |
| 1 | 2052 | 1998 | Hoping to raise sales again, Nabisco is planning to assign each customer its own sales rep. |
| 2 | 5411 | 2004 | Sysco has been the nation's leading food distributor for over a decade. The company has built new distribution centers, nurtured it customers via its 8,000 person sales force, and cranked out private label foods that brought in $11 billion last year. |
| 3 | 7389 | 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. |
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