Name: What's there in it for me?: Identifying customer benefits and utilizing the knowledge of customer benefits in marketing and selling (en Inglés)
Price: 32.58 USD
Availability: InStock
Author: Henriksson, Robert
ISBN: 9789522866233

portada What's there in it for me?: Identifying customer benefits and utilizing the knowledge of customer benefits in marketing and selling (en Inglés)

Formato

Libro Físico

Autor

Robert Henriksson

Editorial

Books on Demand

Idioma

Inglés

N° páginas

Encuadernación

Tapa Blanda

Dimensiones

29.7 x 21.0 x 0.3 cm

Peso

0.15 kg.

ISBN13

9789522866233

Categorías

Política y gobierno

What's there in it for me?: Identifying customer benefits and utilizing the knowledge of customer benefits in marketing and selling (en Inglés)

Robert Henriksson (Autor) · Books on Demand · Tapa Blanda

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$ 32.58

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Origen: Estados Unidos (Costos de importación incluídos en el precio)

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Reseña del libro "What's there in it for me?: Identifying customer benefits and utilizing the knowledge of customer benefits in marketing and selling (en Inglés)"

In the early 1980s I heard that a customer always buys the benefit of a product. That made me interested, and I wanted to learn what a customer benefit is. With this knowledge I could probably improve my skills as a salesman and achieve better results. But there was also another interesting question that this matter raised. How many benefits are there? Thousands, hundreds, tens, or less? I started to look for the answers in the literature. After looking through numerous marketing books and articles, I recognized that customer benefit is one of the main concepts. Nevertheless, I could not find a satisfactory description of customer benefits, or an answer to the number of customer benefits. This was the starting point for my study. And I'm happy to share the results of my work with you now. I have considered both the B2C and B2B environment in the results. Consumers and companies experience the same benefits, but there can be a difference in the sources of the benefits, and there can also be different emphasis of the benefits. In B2B selling you need to take a note of all the various needs of the actors in the supply chain besides the needs of the end customer.