Chapter 3
Market segmentation, positioning and value proposition
Chapter 3 2014
OM Project
Kopbs ltd.
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CHAPTER 10 Approaching the Customer with Adaptive Selling.
1.Understand the decision-making process of consumer purchasing online. 2.Describe how companies are building one-to-one relationships with customers.
1 Industrial Market Vs Consumer Market Market Structure Industrial Market Geographically conc. Fewer buyers (relatively) Big buyers ( small number of large.