Write A. Product/Services that delivers value:B. Value proposition statement: Of CIMB BANK 2. Customer Value Proposition: A brief statement of how you will add value to the prospect'sbusiness by meeting a need or providing an opportunity. Include a brief description ofthe product or service:A. Product/Service that delivers value:B. Value Proposition Statement:In writing customer value proposition, salespeople should attempt to:1. Keep the statement fairly simple,2. Choose the key benefit(s) likely to be most important to the specific customer,3. Make the value proposition as specific as possible on tangible outcomes,4. Reflect any product or service dimensions that add value, whether or not they are paid for by thecustomer.5. Promise only what can be consistently delivered.Example of good customer value proposition:"ABC Company can improve its market share by a minimum of four percentage points in a one-yearperiod in its San Francisco and Dallas markets by implementing our customer satisfaction andretention training for its customer service personnel."

The products and services offered by companies to their customers aim at solving customer problems…

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Write A. Product/Services that delivers value: B. Value proposition statement: Of CIMB BANK

Principles Of Marketing

17th Edition

ISBN:9780134492513

Author:Kotler, Philip, Armstrong, Gary (gary M.)

Publisher:Kotler, Philip, Armstrong, Gary (gary M.)

Chapter1: Marketing: Creating Customer Value And Engagement

Section: Chapter Questions

Problem 1.1DQ

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Question

Write

A. Product/Services that delivers value:

B. Value proposition statement:

Of CIMB BANK

2. Customer Value Proposition: A brief statement of how you will add value to the prospect's
business by meeting a need or providing an opportunity. Include a brief description of
the product or service:
A. Product/Service that delivers value:
B. Value Proposition Statement:
In writing customer value proposition, salespeople should attempt to:
1. Keep the statement fairly simple,
2. Choose the key benefit(s) likely to be most important to the specific customer,
3. Make the value proposition as specific as possible on tangible outcomes,
4. Reflect any product or service dimensions that add value, whether or not they are paid for by the
customer.
5. Promise only what can be consistently delivered.
Example of good customer value proposition:
"ABC Company can improve its market share by a minimum of four percentage points in a one-year
period in its San Francisco and Dallas markets by implementing our customer satisfaction and
retention training for its customer service personnel."

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Follow-up Question

COMPANY CIMB BANK

WRITE Sales Call Objective OF CIMB BANK: (must require customer action such as making a purchase, supplying critical information. Etc.)

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