Marketing costs for selling bread can stay low because one person normally makes the purchase decision. Car purchases are more complex because the purchase decision normally involves a husband and wife. Business sales to committees often require months to achieve a decision. Financial strength of the prospect Less affluent prospects may desire time payments versus a cash purchase and Chevrolets instead of Cadillacs. Restaurants will want large jars of pickles while individuals want small jars.
Businesses use large amounts of electricity at predictable times.
Ability to use the offering Trying to sell to a prospect who lacks either the knowledge or resources to properly benefit from your offering will result in a 'no sale' situation or an unhappy customer. Commitment required If the offering requires a high commitment in terms of time, resources or money by the customer then the target should be prospects who 'really need' the offering rather than prospects who get some, but not a lot, of benefits. For example, purchasers of collectors items aren't price sensitive while purchasers of commodity items are price sensitive. Affiliation with other organizations Such as the U.S. Chamber of Commerce, AMA, IEEE, doctors, attorneys, pastors, franchisors, entrepreneurs, etc. After sale support expectations It is often beneficial to target prospects who have enough expertise that they will require a minimum of after sale support.