SEL4 - Product Service & Sector Knowledge Part 5 of 7 - Understanding the customer's sector, products and services-SEL4---Product-Service--Sector-Knowledge-Part-5-of-7---Understanding-the-customers-sector-products-and-services

SEL4---Product-Service--Sector-Knowledge-Part-5-of-7---Understanding-the-customers-sector-products-and-services

Video Transcription

Video Summary

The video explains how understanding your business environment, competitors, and five forces also helps with customer analysis. By knowing customers’ pressures and needs, you can make better sales proposals and solve their problems. It stresses that you must know your product thoroughly and never bluff when asked detailed questions. The product is described in terms of core product, service, and experience. It then outlines Garvin’s quality principles: conformance, aesthetics, reliability, serviceability, durability, performance, features, and perceived quality.

Keywords

customer analysis

competitive environment

sales proposals

product knowledge

Garvin quality principles