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

Images and files in the map