Flashcards
Ag Sales: Customer Value
Cards in this deck (9)
- 1Three perceived valueseconomic
functional
psychological - 2Economic Benefitsreturn on investment
discount
program
price - 3Functional Benefitsavailability
durability
materials
size
ease of use
safety - 4Psychological/ Emotional Benefitsrelationship
security
peace of mind
status - 5The mix of products, services and information that are proposed to the customer as the solution.Value Proposition
- 6Selling points that are most meaningful for customer.Physical product/ service
brand or reputation
support programs
salesperson - 7Tools for presenting the Total Value Proposal.Evidence
testimonials
calculations
controlled trials
videos/ photos
samples - 8The most effective presentations are designed for who?Specific customer
- 9The most effective presentations require what?Practice
Information
- Description
- Flashcards on Ag Sales: Customer Value, created by shgibson on 29/09/2013.
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- shgibson
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