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Understand the Customer

If you understand your customer and what motivates them to buy, you are well on the way to making a successful sale. Although buyers vary in shapes, sizes, moods, customs etc., they all buy for the same basic reason:  "Because it benefits them or their company to do so".

TYPES OF CUSTOMERS
In retailing (at least), shoppers can be categorised into the following four groups:
 
1. Economic Shoppers
Most interested in prices, value, product quality & economic factors.
Not so interested in treatment by staff, decor of the store, location etc.
 
2. Personalising Shoppers
Enjoy the interaction with sales staff, preferring to shop with sales staff they know & like.
 
3. Ethical Shoppers
Avoid large chain stores or companies which tend towards monopolies or deal with products which are judged unethical.
Don't shop at big supermarkets because "they are putting the small man out of business"
Prefer to buy food from the biodynamic/organic shop because it hasn't been treated with chemicals. etc
 
4. Apathetic Shoppers
Don't like shopping, go to the most convenient supplier because they must.

IF YOU WANT TO LEARN MORE, CONSIDER COURSES OFFERED BY ACS DISTANCE EDUCATION:

Marketing Psychology (Click for Details)
Sales Skills (Click for Details)
 




  2012 is ACS's 33rd year in business! Click here to read about our history.

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