Value Delivery Sequence

1
Value Delivery Sequence
Provide the Value
Communicate the Value
Choose the Value
Sourcing and Marketing
Distribution
Service
Product/Service Development
Application Engineering
Value Positioning (Benefits/Price vs.
Competition)
Customer Value Needed Assessment
Promotion PR
Advertising
Select Targets
Pricing
Selling
Notes Value Benefit price Benefit
Attribute(s) desirable to customer to customer
(in customers eyes) Price Total costs to
customer (as perceived by customer) Superior
perceived value customer believes buying/using
the product or service gives a net value
superior (more positive) than alternatives value