The term "Customer Value" has been characterized and defined in a variety of ways. In one reference, "Customer Value" is defined as "how much a product or service is worth to the customer." The customer referred to, in this case, includes both the immediate user or buyer of a product or service but also extends to its value to the organization as a whole. The art of successful selling has traditionally been guided by the importance of understanding the needs of the customer first as opposed to focusing primarily on the features and benefits of your products.
展开▼
