PPT-Understanding Buyers – How and why customers buy

Chapter 3 InClass Exercise Ill Cook His Goose Understanding Buyers Starts with understanding yourselfand being confident in what you are selling Knowledge Bases from Chapter 2. Georgia-Pacific Explores . Buyergraphics. Chief Operating Officer, Nielsen Catalina Solutions. Douwe. Bergsma . Chief Marketing Officer, . Georgia-Pacific. Karthik Iyer. John Nitti . President Activation, . Principles of Marketing Week 4. Learning Objectives. The Market. Defining the Market. Understanding and Approaching the Market. The Market is…. Types of Markets. Learning Objectives. The Buyers. Defining the Market. of good and bad customers. Professor Merlin Stone. merlin@merlin-stone.com. The game of customer management. Two sides of the same coin. Acquisition, development and retention of good customers. Loyal(ish), high(er) value, wide(r) range buyers, (more) frequent responders, recommenders, honest(er) etc.. SVP - Business Development. sfeldman@listingbook.com. What is Listingbook?. A Client Servicing System. Data from your MLS every 15 minutes. Agents. Invite Buyers, Sellers and Prospects. Consumers: . First-time Buyers Were Tired of Renting. Q. What were your main reasons for buying your home?. 1. Face-to-face sales interactions are typically viewed as the most valuable activity by Sales Leaders. . Today,. . getting in the door is more difficult than executing face-to-face sales calls.. 5 years ago they were right.. Survey Methodology. The . survey was sent via email to a random sample . in . October 2013, and . 218 . valid survey responses were received. . All . eligible respondents closed escrow within twelve months prior to October 2013. . Step #10: Definition of “Core”. Determine what you . “Core”. is – that being what is it that will give you sustainable competitive advantage and you will protect at all costs. Your core is what you invest your resources into to do better than anyone else and it is what will give you your unique selling proposition over time if not from day 1. It can be IP, special capability, market share, access to key resources (e.g., vendors, buyers, markets, partners), brand, costs, or other. This is what will give your company a high valuation as well.. Categorize primary types of buyers.. Discuss the distinguishing characteristics of business markets. . List the different steps in the business-to-business buying process. .. Discuss the different types of buyer needs.. Vigliotti. Driving Loyalty. J.D. Power. Agenda. Generation Y Satisfaction Across Industries. Sales Satisfaction by Generation. Technology Trends in the Sales Process. Impact of Feature Explanations . According to this first time buyers scheme, people can buy a mortgage by paying only 5 percent of the amount stated in the plans.

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