Utilizable value in the sales the emotional or material functions of an offer are called. These divide themselves in reason and auxiliary use, whereby the however position characteristic in such a way specified (unique selling per position) of an offer (a commodity or a service) is regarded within marketing in the sense of the veritablen utilizable value and/or singular customer use.

For the formulation of utilizable value a verifiable formulation with numbers, data or facts is important.

Examples:

• 6l/100 km gasoline consumption of a passenger car
• Cremige consistency of a Kaffezubereitung with 0,7 to 1.5 cm foam on the surface
• Surface quality of a Bodenfliese class 3 for middle demand
• 7.5% interest yield per annum an investment
• 60% portion of regenerativ energy in an electricity rate
• 12 gates/season gate danger of a football player

The utilizable value argumentation is in the sales talk one of the most material argumentation possibilities. It leaves any personal preferences apparently outside forwards, whereby it is to be noted surely that the selective perception of a customer for certain utilizable values actually already represents one of the most important realizations of the psychology of selling.

See also

• Efficiency analysis

Articles in category "Utilizable value"

We found here 4 articles.

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