Identification should begin by explaining the following basic principles:
- Products and services have features.
- Those features have certain benefits to certain customers.
- Customers buy things that they believe will benefit them.
- Customers must be satisfied with their purchases.
Identification should involve assessing the
- types of products and services needed and/or wanted
- features desired in those products and services
- price customers are willing and able to pay for a product or service
- location(s) and time(s) products and services are available for purchase.
Process/Skill Questions
- What is the difference between customer needs and wants?
- Why might it be important to distinguish between needs and wants? How can the fulfillment of a basic need lead to a want?
- How can a good or service be a need for one person and want for another person?
- Why must customers be satisfied with their purchases?
- Why is it important for a business to know whether its good/service is a need or a want?