Clients and Markets

Below are some guidelines developed to assist in the completion of the MCR005 Assignment Two. PLEASE

NOTE This information is not to be used as part of your assignment. This is YOUR ASSIGNMENT so do not take

any of these words AND USE AS YOUR OWN TEXT.

Guide to Complete the Report 

Please ensure that:

  • The report is written in the 3rd person.
  • Appropriate In – text references are used and  therefore you must be research this question. Academic

peer reviewed sources must be used.

  • Any information you use must be in your own words (paraphrased) and referenced correctly





You should introduce the concepts of the STP process and the marketing mix. For Marketers today it is

important that they define the role of the customer.  Segmentation analysis is the etc.  Describe the role of STP

within an organisation and how this process relates to the marketing mix etc – around 2 paragraphs.

Remember to use in-text referencing throughout the paragraph. This introduction should be an overview of

the core  concepts.


Second part of the introduction should be to outline the organisation and the product/service. For example ….

this report will discuss Nike and a particular product line – Nike Air. Nike is as global sports apparel

organisation with market capital of $$$ (Nike, Annual Report 2014). Again remember when are stating $, %

dates or using any information based on the company you must reference your sources and again use in – text


(The body of the report)

STP Process 


Here you again support the concept of the STP process. For example you can break up your analysis up and

write to each part of the process. Remember to introduce the overall concept.

For example: The STP process is ????????? Each part of this process can be discussed separately as noted


 Market Segmentation:

This area focuses on understanding why people will purchase a certain product or service. How can an

organization make their product irresistible to their customer? In order to be able to identify the appropriate

target market, the market can be divided into more specific groups. These groups will consist of similarities

such as comparable product needs or identifiable characteristics.


This section relates to the way an organization actively selects a suitable market segment (or segments),

ensuring that their marketing offers and activities are directed specifically towards this particular group of

related customers.


Sometimes known as product positioning, this area reflects the way the target market perceives the key

benefits and features of a particular product. This relates to the offerings of competitive products, which

effectively creates a position for a product in its market segment.



  1. Segmentation Variables 


Then you should write to the importance of how to segment based on the following variables. You should

discuss how organisations use these variables to segment their market.

Market segments are formed on the basis of differentials in consumer wants and desires; that is, segments

derive from consumer satisfaction (Mullin , Hardy , & Sutton , 2007).

The variables for segmenting consumer markets are divided by 4 broad categories:


  1. Geographic
  2. Demographic
  3. Psychographic
  4. Behavioural variables.


Introduce what each variable and again use referenced information and sources. Eg Demographic

segmentation divides the market into groups based on variables such as age, gender, income (Elliot, 2014).

Keep building on these concepts for each variable. Discuss why it is important for your organisation to use

these  approaches. You need to write just a line or two on each of these variables above. Ensure that you

reference using in – text sources. So start every paragraph off with theory.


The based on these variables profile your potential target market. Refer to the Profile below – this example is

based on a swimming club service.





  • Learn to swim lessons for boys

and girls available.

  • Parent and toddler classes

available from 18 months old

  • Group lessons from 3 years


  • Progression through levels up

until squad level, depending on


  • Affordable lessons for

exceptional quality

  • Any age category





  • The business is made up of

loyal clients

  • Some families have been

involved for over 10 years

  • Always welcoming new clients

to the program

  • Offering water safety skills as

well as a fun, recreational


  • Physical and mental benefits

from being involved in

swimming lessons









  • Small classes allowing the

most benefit for children

  • Private lessons are an


  • Experienced teachers, offering a

safe and fun experience for


  • Supporting an achieve, healthy

lifestyle for children



  • Located on Sydney’s lower

North Shore

  • Targeting families in the North

Shore region

  • Car park available at all


  • Public transport

options also available for

all facilities



  1. Targeting 


After completing the segmentation process, targeting becomes the next step.

There are three types of target market selection processes and these include

undifferentiated target strategy, concentrated target strategy and differentiated

strategy. You need to identify which approach your organisation uses based on

your customer profiling and give an explanation as to why. Again use theory and

in<text referencing to support your assumptions.


  1. Positioning

Positioning is how the product/service is perceived by the target market. This

step involves the appropriate positioning of a brand in the chosen target market,

taking into consideration how the brand will compete at its best possible

potential (Kotler, 2012). Again you need to discuss the general theory of

positioning and then apply this to your organisation and how they position their

product/service. Again use referenced sources to support your work.


  1. STP Process & Impact on Marketing Mix


In this section you do not need to write up a marketing mix strategy but discuss the

implications, the impact and the importance of the STP process on the marketing mix.

Therefore think about the customer – so from understanding the customer and how to

profile them will ultimately influence how a product is produced, priced, distributed and

communicated. Again use referenced sources.



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