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BUILDING PARTNERING RELATIONSHIPS ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],SOME QUESTIONS ANSWERED IN THIS CHAPTER ARE: 2- McGraw-Hill/Irwin chapter 2

[object Object],[object Object],2- McGraw-Hill/Irwin

The Evolution of Personal Selling ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],2- McGraw-Hill/Irwin Value = selling price – (cost + time and effort)

The Evolution of Personal Selling 2- McGraw-Hill/Irwin

Relationships and Selling ,[object Object],[object Object],[object Object],[object Object],[object Object],2- McGraw-Hill/Irwin Behavioral loyalty refers to the purchase of the same product from the same vendor over time. Attitudinal loyalty is an emotional attachment to a brand, company, or salesperson.

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Market Exchanges 2- McGraw-Hill/Irwin

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Partnerships 2- McGraw-Hill/Irwin

Types of Relationships Between Buyers and Sellers 2- McGraw-Hill/Irwin

[object Object],[object Object],[object Object],[object Object],Market Exchange Selling 2- McGraw-Hill/Irwin Goal: Making a sale

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Market Exchange Selling (continued) 2- McGraw-Hill/Irwin Goal: Making a sale

[object Object],[object Object],[object Object],Market Exchange Selling (continued) 2- McGraw-Hill/Irwin Goal: Making a sale

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Long-Term Relationship Selling 2- McGraw-Hill/Irwin Goal: Building trust

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Long-Term Relationship Selling (continued) 2- McGraw-Hill/Irwin Goal: Building trust

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Long-Term Relationship Selling (continued) 2- McGraw-Hill/Irwin Goal: Building trust

Foundations of Successful Relationships 2- McGraw-Hill/Irwin

[object Object],[object Object],[object Object],[object Object],Characteristics of Successful Partnerships – Mutual Trust 2- McGraw-Hill/Irwin Trust is a belief by one party that the other party will fulfill its obligations in a relationship.

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Characteristics of Successful Partnerships – Mutual Trust (continued) 2- McGraw-Hill/Irwin

[object Object],[object Object],[object Object],[object Object],[object Object],Characteristics of Successful Partnerships – Open Communication 2- McGraw-Hill/Irwin

[object Object],[object Object],[object Object],[object Object],Characteristics of Successful Partnerships – Common Goals 2- McGraw-Hill/Irwin

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Characteristics of Successful Partnerships (continued) 2- McGraw-Hill/Irwin

[object Object],[object Object],[object Object],[object Object],Phases of Relationship Development 2- McGraw-Hill/Irwin Supplier relationship management (SRM) is the use of technology and statistics to identify important suppliers and opportunities for cost reduction, greater efficiency, and other benefits.

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Phases of Relationship Development (continued) 2- McGraw-Hill/Irwin

Choosing the Right Relationship ,[object Object],[object Object],[object Object],2- McGraw-Hill/Irwin

Using Technology to Increase Efficiency ,[object Object],[object Object],[object Object],[object Object],2- McGraw-Hill/Irwin

[object Object],[object Object],[object Object],[object Object],Summary 2- McGraw-Hill/Irwin

Pp Ch002

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