Answered: What is value selling?

Principles Of Marketing

17th Edition

ISBN:9780134492513

Author:Kotler, Philip, Armstrong, Gary (gary M.)

Publisher:Kotler, Philip, Armstrong, Gary (gary M.)

Chapter1: Marketing: Creating Customer Value And Engagement

Section: Chapter Questions

Problem 1.1DQ

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What is value selling?

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Step 1

Value-based sales put customers and their requirements at the outset. Many leading companies claim to offer this service to their customers, citing different reasons why their institution is of great value.

Step 2

Value selling is a technology that focuses on strengthening what the customer can offer to a product or service. This technique facilitates a more advisory sales process. To this end, the sales team needs to be aware of the customer and make more accurate offers tailored to their needs. With this position, the seller handles strong arguments to show the customer how the offer can improve their business. This process is built using valuable offers and explains the benefits it creates.

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