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7. Shapiro and Bonoma (1995) suggest that industrial markets can be meaningfully segmented using the following criteria: 1. Demographics 2. Operating variables 3. Purchasing approaches 4. Situational factors 5. Personal characteristics
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11. The buygrid model (Robinson et al 1967) Buyclasses Buyphase New task Modified re-buy Straight re-buy Need identification X X X Determine requirement X Specify requirement X Search for possible sources X Source evaluation X Select source X X X Establish order routine X X Evaluate performance feedback X X X
22. Applying assignment method Considering their yearly sales as 21, taking Rs 1000 as one unit,dividing individual sales unit to calculate sales by each saleman TERRITORY salesman 1 2 3 4 Sales proportion A 42 35 28 21 7 B 30 25 20 15 5 C 30 25 20 15 5 D 24 20 16 12 4 SALES(Rs ‘000) 6 5 4 3
23. 1 2 3 4 A 0 3 6 9 B 0 1 2 3 C 0 1 2 3 D 0 0 0 0 1 2 3 4 A 0 3 6 9 B 0 1 2 3 C 0 1 2 3 D 0 0 0 0
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25. 1 2 3 4 A 0 2 5 8 B 0 0 1 2 C 0 0 1 2 D 1 0 0 0
26. Assignment set 2 Assignment set 1 Salesman Territory Sales(Rs) A 1 42 B 2 20 C 3 25 D 4 12 Total 99 Salesman Territory Sales(Rs) A 1 42 B 2 25 C 3 20 D 4 12 D Total 99