THE BUY-SELL HIERARCHY is a marketing method that helps to explore existing relations with customers. The model was developed by consultants Robert Miller and Stephen Heiman, and introduced in their 2005 book, ‘The New Successful Large Account Management‘.
Main Benefits of The Buy-Sell Hierarchy Model
By using The Buy-Sell Hierarchy Model, businesses can explore existing relations with customers, gain a better understanding of customer buying habits and develop effective marketing strategies.
The Buy-Sell Hierarchy Model helps:
- to understand in detail how customers interact with your organization,
- to explore, define and solve customers’ problems,
- to understand how customers view your organization and gain a better understanding of the current status,
- to increase market differentiation.
Explanation of The Buy-Sell Hierarchy Model
The Buy-Sell Hierarchy Model is divided into five levels that represent an increasingly strategic collaboration with customers.
Level 1: Meets basic specifications
At level 1, products or services meet basic specifications, and are similar to those offered by the competitors. At this level, there’s no collaboration between organization and customers. The products or services meets basic needs.
Level 2: Delivers good products and services
At level 2, organization offers higher quality that go beyond meeting customers’ basic needs. Customers recognize benefits of the product.
Level 3: Offers dedicated service and support
At level 3, customers recognize and value organization’s investment to meet customers’ deeper needs. Products and services can compete with others in the market.
Level 4: Contributes to business issues
At level 4, organization helps to solve customers’ business issues. Customers see the organization as an ally that helps them be more profitable.
Level 5: Contributes to organizational issues
At level 5, organization understands customers’ long-term needs and they become strategic partners. Customers see the organization as an expert that find solutions to complex problems.
How to Apply The Buy-Sell Hierarchy Model
To apply The Buy-Sell Hierarchy Model to your business, FITMINDS is providing an adoption of the model that fits your company and your company’s needs. By using the The Buy-Sell Hierarchy Model, businesses can explore existing relations with customers, gain a better understanding of customer buying habits and develop effective marketing strategies.
Contact us to get more information or discover your probable personalized roadmap for The Buy-Sell Hierarchy Model.
Additional Tips and Readings
- You can learn more about customer buying habits with the Aida Model.
- To increase your customer loyalty and lifetime value, you can check RFM Analysis & Segmentation.
- To learn more about customer behavior, you can read our The Product Diffusion Curve
- To read more about customers’ feelings and interactions with the brand, you can check Empathy Mapping.
Contact us to create effective marketing strategies via The Buy-Sell Hierarchy Model..
