Exam 6: Developing Your Customers

Why,compared with a couple of decades ago,has it become even more important to understand your customer before you try to sell to that customer?

Which of the following best describes the process of market sizing?

The first touchpoint in the visual customer journey map is typically the first time the customer uses or directly encounters the product.

Direct customer interviews are a challenging but effective way to verify the findings of a customer journey map.

Describe the three broad ways in which an entrepreneur can verify the findings of the customer mapping process.

What is the best strategy for crossing the "chasm"?

A poorly executed bowling strategy is likely to cause your product to end up in the tornado.

It is wise for an entrepreneur to try to win over the late majority customer group.

A bottom-up analysis aims will generate a more accurate predicted total sales figure than will a top-down analysis.

In which of the following ways does a bottom-up analysis differ from a top-down analysis?

Creating exclusionary personas helps the entrepreneur better understand both who their customers are and who they are not.

Before creating an end-user profile,you must ______.

Which of the following is likely to be an insight derived from the development of a buyer persona for a specific product?

What is the problem with relying on demographics when creating an end user profile?

Which of the following is true of your product if it has arrived on "main street?"

Allan is trying to create an end user profile for his roofing business,and specifically he is working on the biggest fears and motivators aspect of the profile.How should he go about it,and what might parts of his conclusion look like?

The age of social media tools has greatly diminished the importance of sitting down and talking with your customers.

Journey mapping is key to developing empathy for your customers.

In the marketing and early growth of Facebook,what does Harvard represent?

Natalia has developed a new kind of roofing tile that is more expensive than most on the market but that has superior storm-survival properties.She wants to develop a buyer profile before going to market.What his her best first step toward accomplishing this?