销售管理有利润的客户关系8【21页】.pptVIP

Segmentation, Targeting, and Positioning: Building the Right Relationships with the Right Customers Chapter 8 Objectives Be able to define the three steps of target marketing: market segmentation, target marketing, and market positioning. Understand the major bases for segmenting consumer and business markets. Objectives Know how companies identify attractive market segments and how they choose a target marketing strategy. Comprehend how companies position their products for maximum competitive advantage. Case Study Sells multiple brands within the same product category for a variety of produ