MAR Chap 1

Describe the key elements of a customer value proposition. Next, explain points of parity as well as points of difference in value propositions. Pick a B-2-B company, do a little homework on the company and then take a shot writing out a value-proposition statement for this company.

Finally, evaluate this statement..."Marketing must begin to think about value propositions that go beyond the value of using the product or service being sold; marketers must begin to think about their value-propositions in upstream stages of organizational buying that illustrates how the company can help buyers long before they actually buy the product/service?"  Agree or disagree?  Can you think of any companies that do a good job helping customers long before they actually buy the product (thinking of a B-2-C example is fine here).