Pre-sales behavior is often over looked.
When a customer makes a purchase we usually have some idea as to why they decided to buy. This information is helpful to marketers as they go forward and decide which items sell the best, how to optimize conversion, and improve customer satisfaction. But what about the decision making process before the actual sale? The ability to collect this information can prove invaluable, especially the customer's off-line pre-purchasing behavior.
"Offline pre-purchase behavior data is essential in understanding what buyers are looking for, and what in-person experiential marketing and merchandising tactics will best inform and satisfy these decision-makers."
Read this article by CRM Magazine about why pre-purchase behavior matters.
-Brianna