COMMUNICATIONS PLAN FOR BODY ON- LINE SHOP
Communication, buying, and selling processes
The following diagram depicts the relationships among the communication, buying, and selling processes used with and by The Body On-line Shop users. In the row beginning with “Awareness,” the communication process outlines the key communication objectives that must be met to facilitate progress in the buying and selling processes.
Communication process
Awareness
Credibility
Interest
Preference
Selection
Loyalty
Lead generation
Buying process Identify the need
Identify alternative sources
Evaluate alternative sources
Select a short list of alternatives
Conduct a technical evaluation
Purchase
Renewal
Sales process Identify opportunity
Qualify opportunity
Plan the solution
Propose the solution
Provide due diligence
Close sale
Manage the account
Communication process and the evolution of messaging
Communication process—net takeaway from The Body On-line Shop messages
Awareness
Credibility
Interest
Preference
Selection
Loyalty
Lead generation
The Body On-line Shop is in the cosmetics on-line shopping business.
The Body On-line Shop's business is validated by the industry and your customers.
The Body On-line Shop has a vision for and commitment to the on-line shopping business.
The Body On-line Shop has specific offerings and capabilities that meet customers' specific needs.
The Body On-line Shop has strong capabilities that make it competitive in the on-line shopping business.
You made the right choice in selecting The Body On-line Shop.
The Body On-line Shop delivered on its promise.
The Body On-line Shop buying process
Identify the need
Identify alternative sources
Evaluate alternative sources
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