Developing business relationships by Jesús Enrique Salazar Castelo

Developing business relationships by Jesús Enrique Salazar Castelo

1. Relationship Based

   • Buyer
   • Seller
     • -Is based on an long term relation -Mutual win focus -High interest in other -High trust -High commitment -Multiple transaction over time

2. There is other relationship spectrum

   • -Short term, Sale and price focus, Low interest in other, Low trust, Low commitment, Single transaction
   • Transaction based

3. RELATIONSHIP BUILDING

   • Awareness
     • Buyers and sellers identify and qualify potential providers and prospects for relationship
   • Exploration
     • Buyers and sellers explore the costs and benefits of partnering with each other and the fit between their needs and capabilities
   • Expansion
     • The relationships between buyers and sellers becomes deeper. Exchanges between the parties become more frequent
   • Commitment
     • Buyer and seller establis a relatioship sharing information, goals and interests. They are commited to achieve mutaully beneficial gains
   • Disolution
     • This step may or may not happen. It occurs when the relationship is terminated because of performance problems, changes in needs and circunstances, or other reasons

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