顾客总价值（Total Customer Value）是指顾客为购买某一产品或服务所期望获得的一组利益,它主要包括产品价值、服务价值、人员价值和形象价值等。顾客获得的总价值使顾客获得更大“顾客让渡价值”的途径之一，是增加顾客购买的总价值。顾客总价值由产品价值、服务价值、人员价值和形象价值构成，其中每一项价值因素的变化均对总价值产生影响。
顾客让渡价值是顾客总价值与顾客总成本之差。
Customers delivered value is defined as the difference between total customer value and total customer cost.
顾客让渡价值是指顾客总价值与顾客总成本之差。
Customer delivered value is the difference between total customer value and total customer cost.
销售者应该在努力增加顾客总价值的同时减少顾客总成本。
Sellers can try either to increase total customer value or to decrease total customer cost.
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