Developing value propositions by customer type provides the sales force with clear direction on how to serve customers. For example, car salespeople know that they cannot offer free services or upgrades to the value-minded, price-sensitive customer.

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Developing value propositions by customer type helps salespeople know what types of offers and deals they can present to each customer segment. For instance, with value-minded, price-sensitive customers, offering free services or upgrades may not resonate as a compelling value proposition.

Developing Value Propositions by Customer Type Provides the Sales Force