While many catalog retailers send out a standard catalog to all potential customers,Land's End uses information it has gathered about customers in its CRM system to target the catalog to the individual.This approach used by Land's End is an example of the _____ approach.
A) shotgun
B) rifle
C) Square peg,square
D) Fishing pole
E) All of these statements can be used to describe the approach used by Land's End.

Question

Quizplus · Accepted Answer

A rifle approach has a more narrow focus while a shotgun approach is a much more broad.A rifle approach focuses on identifying and communicating with a smaller group of quality prospects,while a shotgun approach focuses on touching a large number of prospects.

While Many Catalog Retailers Send Out a Standard Catalog to All