SELF TEST #2: Segmenting Customers By Size

Test #1:

What is a customer?

Test #2:

Define standardized and centralized approaches to purchasing.

Test #3:

Contrast Intermediary and Final customers.

Test #4:

How many size segments would you normally need to cover customer size segmentation in an industry?

Test #5:

What percentage of industry sales would you expect Very Large customers to purchase?

Test #6:

What percentage of industry sales would you expect Large customers to purchase?

Test #7:

What percentage of industry sales would you expect Medium customers to purchase?

Test #8:

What percentage of industry sales would you expect Small customers to purchase?

Test #9:

Define a Core, Near-Core and Non-Core customer.

Test #10:

In the absence of actual data for the business, roughly what percentage of customers in the industry would you estimate to be Very Large, Large, Medium and Small.

Next: Answer Sheet