Question: Select two most important participants in the same buying center. Discuss the value proposition that is communicated to each of the participants to influence them.

Select two most important participants in the same buying center. Discuss the value proposition that is communicated to each of the participants to influence them. When being L

1

or with lowest price is not the criteria for selection; recommend any two new benefits

(

novel value proposition

)

about your product

/

service that can create a marked differentiation and superior value compared to any one closest competitor to positively influence each of these two key participant.

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