(See the worksheet “The Information BT Products Gathers to Build Customer Value Models.”) Some clients know the required data very nicely; others do not. BT Products’ most senior salespeople work with the purchasers in doing the evaluation. They even present hands-on data assortment as needed at the customer’s facility. The ease with which the team can establish financial estimates for its worth parts will range. The value of social elements corresponding to higher peace of mind, for example, is usually very tough to precise in monetary phrases.
To stay competitive, many corporations have downsized and reinvented themselves. Adaptability, flexibility, speed, aggressiveness and innovativeness are the keys to remaining aggressive at present. Marketing is taking the entrepreneurial lead by discovering market segments, untapped wants and new uses for existing products, and by creating new processes for sales, distribution and customer support.
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