Across
- 2. Creating profiles of customer segments
- 4. VALUE Understanding this is foundational to providing value-added services
- 7. Moving from selling products to providing these
- 11. Focusing on how a product makes the customer feel
- 12. Translating features into customer advantages
- 13. The "why" behind a purchase relates to this level of value
- 14. A key skill in value conversations
Down
- 1. The essential, practical benefit of a product
- 3. STACK A structured way to communicate value at different levels
- 5. What customers buy, according to Levitt's quote
- 6. The top level of the Customer Value Pyramid
- 8. Actively listening to the customer
- 9. Building this leads to customer loyalty
- 10. A short-term focus in sales