Week 1 Sales Techniques and Processes Customer profiles
Sales Techniques and Processes
Customer profiles
Lesduur is: 30 minOnderdelen in deze les
Sales Techniques and Processes
Customer profiles
At the end of the lesson you will be able to...
Identify the types of information held about customers in a B2C and B2B context.
Understand the factors that might influence a potential buyer's decision-making process.
Appreciate the importance of demographic, geographic, and psychographic data in sales.
ecognize the significance of customer buying patterns and purchasing history for business sales strategies.
Determine the role of estimated transaction volume and contact details in maintaining customer relationships.
Evidence
When you find a source, please create
an APA index source list
or take screenshots and make a list with links
What do you already know about customer information?
Types of customer information
Understanding customer information in trading is crucial for sales success.
Examples... what other groups do, I don't understand
What does demographic characteristics in a customer profile refer to?
Income levels
Product preferences
Statistical data about a population
Geographical location
What is not part of demographic information
Age & gender
Income & occupation
Race & Ethnicity
Brand loyalty
Demographic information
Characteristics such as age, race, ethnicity, religion, income, marital status, and occupation.
For your customer profile you describe:
Name
Age
Ethnicity
Occupation
For your customer profile you analyse (give sources)
Marital status (or social status)
Financial status (income)
What are examples of geographic characteristics in a customer profile?
Residing in a coastal region
Favorite color
Living in a rural area
Busing a certain brand
Why is geographic location important in a customer profile?
It affects how much they spend
It influences lifestyle and purchasing habits
It determines favorite phones
How can businesses utilize geographic characteristics in customer profiling?
Ignoring customer location
Selling universal products
Targeting specific regions for marketing campaigns
Geographic information
Information about customer locations, including type of location such as rural, suburbs or city.
For your customer profile you mention and describe:
Your customer's location
Which of the following is a psychographic characteristic in a customer profile?
Lifestyle preferences
Favorite color
Temperature preferences
Phone size
What does psychographic characteristics in a customer profile help to understand?
Blood type
Favorite city
Phone model
Values and beliefs
Which of the following is an example of psychographic segmentation?
Targeting tall individuals
Targeting all adults
Targeting environmentally conscious consumers
Targeting people with blue eyes
Psychographic information
Data on customer motivations, beliefs, lifestyle choices, social class, or personality types.
For your customer profile you analyse:
your customer's motivations
and values and beliefs
Why is the type and size of a business customer important in creating a customer profile?
To offer the same products to all customers
To ignore customer preferences and behaviors
To increase marketing expenses unnecessarily
To tailor products and services to their needs
How does the type and size of a business customer impact business strategies?
It only affects customer service policies
It influences pricing and distribution decisions
It results in uniform marketing tactics for all customers
It has no impact on business operations
Customer profile business person
Analyse the type and size of this customer
Why is it important to know on which social media platforms you can find your customer?
To increase your follower count.
To post content regularly.
To effectively target and engage with your audience.
To keep up with social media trends.
Why is contact information in a customer profile important?
To send promotional emails.
To personalize communication and provide better service.
To track customer online activity.
To monitor customer satisfaction.
Contact details
Information on how to communicate with customers, including preferred methods and preferred social media accounts.
Analyse the preferred methods and social media accounts in your customer profile
More information:
Buying patterns Details on how often customers buy and the number of items they purchase.
Purchasing history A record of when and how much customers have bought in the past.
Estimated transaction volume The expected number of purchases a customer will make.
Influences on buyer decision making Factors that affect how customers decide on purchases, including cost, commitment, and external opinions.
Definition List
Demographic: Characteristics such as age, race, ethnicity, religion, income, marital status, and occupation.
Geographic: Information about customer locations, including type of location such as rural or city. Psychographic: Data on customer motivations, beliefs, lifestyle choices, social class, or personality types.
Type and size of business customer: Information about whether customers are manufacturers or retailers and the scale of their business in terms of employees or income.
Buying patterns: Details on how often customers buy and the number of items they purchase.
Purchasing history: A record of when and how much customers have bought in the past.
Estimated transaction volume: The expected number of purchases a customer will make.
Contact details: Information on how to communicate with customers, including preferred methods. Influences on buyer decision making: Factors that affect how customers decide on purchases, including cost, commitment, and external opinions.
Customer Profiles
You are a store that sales phones and other personal electronic equipment and accessories. You create 6 diverse customers profiles (or personas):
One is hand drawn with an interview as evidence (recording or transcript) might be in a group
You will create a digital one now, using desk research (information on valid websites or in literature)
Write down 3 things you learned in this lesson.
Write down 2 things you want to know more about.
Ask 1 question about something you haven't quite understood yet.
