In your marketing and sales concept, you decide on the use of substantial resources:
- communication budgets,
- time investment for field sales team,
- mailings,
- expenditure for google adwords and much more.
Resources should be used where they deliver the most. This is certainly the case where the purchase decision is taken.
A meaningful use of resources implies that you know the influence of individual consumers, customers, distributors, sales partners and influencers.
Students' Vision focuses on these very issues. On your behalf, we investigate the purchase decision processes that are important for you.
Understanding the purchase decision process (an example):
A manufacturer of tiles launches a new roof tile: Frost-proof up to -20%; 20 years warranty. What should be done for successfully launching it?
Answer: it depends on who the decision-maker is. Possibly:
- the architect
- the house owner
- the tenant
- the property management
- the roofer
- the building materials dealer
- the public construction authority / historic preservation agency
Shall all these groups be targeted? According to the buckshot method?
You see: a meaningful marketing and sales concept can only be established if it is clear who assumes the decision-maker role in a given situation when choosing the tile.
Students' Vision
St. Galler Unternehmensberatung
Tellstrasse 18
CH-9000 St. Gallen
Phone: +41 (0)44 913 15 80
E-mail: info[at]studentsvision.ch
