THE PRODUCT SELECTION PROCESS
Different customers have different needs. No product meets every need. To select the appropriate product, start by identifying your customer’s needs. The product selection process is simple, effective and based on seven product selection criteria: function, environment, surface, use, composition, color and quality.
Here are a few sample questions to ask your customers so you can identify their needs and the seven corresponding selection criteria. Their answers should help you select the right product. You may ask these questions in any order. The seven selection criteria are covered in more detail on the next few pages.
