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Value Delivery Sequence

Value Delivery Sequence. Provide the Value. Communicate the Value. Choose the Value. Sourcing and Marketing. Distribution. Service. Product/Service Development. Application Engineering. Value Positioning (Benefits/Price vs. Competition). Customer Value Needed Assessment.

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Value Delivery Sequence

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  1. Value Delivery Sequence Provide the Value Communicate the Value Choose the Value Sourcing and Marketing Distribution Service Product/Service Development Application Engineering Value Positioning (Benefits/Price vs. Competition) Customer Value Needed Assessment Promotion PR Advertising Select Targets Pricing Selling Notes: Value = Benefit – price Benefit = Attribute(s) desirable to customer to customer (in customer’s eyes) Price = Total costs to customer (as perceived by customer) Superior perceived value = customer believes buying/using the product or service gives a net value superior (more positive) than alternative’s value h:\share\rabino\information and marketing strategy.ppt

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