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| Pregunta | Respuesta |
| Three perceived values | economic functional psychological |
| Economic Benefits | return on investment discount program price |
| Functional Benefits | availability durability materials size ease of use safety |
| Psychological/ Emotional Benefits | relationship security peace of mind status |
| The mix of products, services and information that are proposed to the customer as the solution. | Value Proposition |
| Selling points that are most meaningful for customer. | Physical product/ service brand or reputation support programs salesperson |
| Tools for presenting the Total Value Proposal. | Evidence testimonials calculations controlled trials videos/ photos samples |
| The most effective presentations are designed for who? | Specific customer |
| The most effective presentations require what? | Practice |
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