{"product_id":"whats-there-in-it-for-me-identifying-customer-benefits-and-utilizing-the-knowledge-of-customer-benefits-in-marketing-and-selling-von-robert-henriksson","title":"What's there in it for me?","description":"\u003cp\u003eIn the early 1980s I heard that a customer always buys the benefit of a product. That made me interested, and I wanted to learn what a customer benefit is. With this knowledge I could probably improve my skills as a salesman and achieve better results. But there was also another interesting question that this matter raised. How many benefits are there? Thousands, hundreds, tens, or less? I started to look for the answers in the literature. After looking through numerous marketing books and articles, I recognized that customer benefit is one of the main concepts. Nevertheless, I could not find a satisfactory description of customer benefits, or an answer to the number of customer benefits. \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eThis was the starting point for my study. And I¿m happy to share the results of my work with you now. I have considered both the B2C and B2B environment in the results. Consumers and companies experience the same benefits, but there can be a difference in the sources of the benefits, and there can also be different emphasis of the benefits. In B2B selling you need to take a note of all the various needs of the actors in the supply chain besides the needs of the end customer.\u003c\/p\u003e\u003cdiv class=\"aw-variant-hidden-subtitle-div\" id=\"aw-variant-subtitle-9789522866233\"\u003e\u003ch3\u003eIdentifying customer benefits and utilizing the knowledge of customer benefits in marketing and selling\u003c\/h3\u003e\u003c\/div\u003e","brand":"Libri","offers":[{"title":"Softcover - 9789522866233","offer_id":39462855016541,"sku":"9789522866233","price":9.9,"currency_code":"EUR","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0940\/0622\/files\/cb0e04cc-03ba-42f2-8ab9-c20be72d06f7.jpg?v=1743063961","url":"https:\/\/shop.autorenwelt.de\/products\/whats-there-in-it-for-me-identifying-customer-benefits-and-utilizing-the-knowledge-of-customer-benefits-in-marketing-and-selling-von-robert-henriksson","provider":"Autorenwelt Shop","version":"1.0","type":"link"}