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Selling Benefits

  • Philip R. Lund

Abstract

Unless he is buying a Rembrandt, a customer buys a product or system for what it will do for him, rather than for what it is — that is, for the benefits it will bring him.

Keywords

Related Benefit Walk Away Wear Life Prospective Customer Regenerative Pump 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.

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Copyright information

© Philip R. Lund 1987

Authors and Affiliations

  • Philip R. Lund

There are no affiliations available

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