What can industry classification systems do for the marketer?

Help marketers locate the buying center and the major influencers in organizations with high profit potential

Separate various businesses into different categories based on whether they offer business or consumer goods and services

Categorize organizations into groups based on such factors as the types of goods and services provided

Manage databases of business customers with high profit potential

Provide an automatic guide that will allow marketers to determine the profit potential of customers with a high degree of accuracy

Assessment question

A janitorial services organization purchases Clorox supplies to use in cleaning places like schools and office buildings. This type of customer wo