Exam 4: Profiling Your Target Customer

For a business-to-consumer company, it is possible to get demographic information about target customers using postal codes.

As described in the Chapter 4 case study, what did Elizabeth Wood use to get started in her own business?

A one-to-one marketing strategy begins with a customer profile.

According to the textbook, two major advantages of the federal census are that it is comprehensive and timely.

According to the Chapter 4 opening case study, Lands' End was a target customer of My Virtual Model.

Your secondary research should include an analysis of current census data.

Outsourcing functions such as accounting and payroll can help a small business owner to have more time to focus on the target customer.

Which type of profiling is used for CRM?

A target customer can be either a person or a business.

Which of the following provides secondary research data on target customers?

How often are federal census data gathered?

According to the textbook, the three customer groups that entrepreneurs should be looking for are primary, secondary, and indirect.

Which of the following is the LEAST important question when interviewing potential customers?

According to the text, you should focus your business start-up as a B2C company and expand into the B2B market once you are established.

The term Nexus generation refers to the 50+ age group.

What is SRI International's acronym VALS used to describe?

My Virtual Model (Chapter 4 case study) was successful because of its B2C strategy.

Which type of marketing involves the process of identifying the specific needs of each customer, repeatedly satisfying those needs, and creating a long-term, value-added relationship?

What is the term for the mental picture of your business, product, or service at some point in time?

Which kind of customer does Louise Guay of MVM call a "follower"?