Below are some cases where the value of a product is not obvious:
Regardless of any importance of the product that a company supplies to its customers, they will not be able to adequately evaluate it until they start using it. This is especially true when trading on the B2B electronic platform, since here products are quickly copied by others and have similar functionality and characteristics.
In order to determine all aspects of the impact of a purchased product on the consumer's costs, on its activities or differentiation of the final product, the purchase must be used over a long period. In addition, the client is not always able to give a full assessment of the company's performance and the quality of its products, even if the product has already been purchased and is used for a short time.
Often the consumer himself truemoney database does not know what to pay attention to when choosing a particular product. From his point of view, the product can be either underestimated or overestimated.
When can the variable significance of a product be identified?
If the value of the product is formulated in a special way for buyers from different industry sectors and for different clients of the company.
Different consumer segments prefer to seek out different values in order to subsequently use them with maximum benefit in their own value chain.
The choice parameters that determine what value different customers are looking for may be specific to the decision makers in companies in different industry segments and within each segment. The same is true for people in the same company as a whole, such as the end user, the technical specialist, and the members of the decision-making team.
For this reason, it is important to define multiple value options for different target segments/areas and employees within the potential buyer's organization.
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Alexander Kuleshov
Alexander Kuleshov
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The value of a product changes over time:
A great many processes and factors have a direct impact on entire industries. Among the most important are scientific and technical development, changes in the political situation, the influence of external and internal market factors, mergers, acquisitions or bankruptcy processes. The result of all these changes is a rapid reconfiguration of the business, and accordingly, the requirements for purchased products.
This means that the value of any product cannot be constant over a long period of time. It needs constant optimization to meet new requirements dictated by the times and the needs of today's buyers. If this is not done, then the loss of customers is inevitable - this is one of the laws of the constantly changing B2B sales market.
All of the above leads to the fact that it is important to be able to manage the value of the product at all stages of the transaction and during after-sales customer service.
Distinctive features of product value