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Chapter2 - Chapter 2 Chapter Building Partnering...

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Chapter 2 Chapter 2 Building Partnering Relationships
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Value Value Value = selling price – (cost + time & effort) Think about shopping for something easy on the Internet. You don’t have to drive, park, etc. Read in text for further information (P.30)
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The Evolution of Personal Selling The Evolution of Personal Selling
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Relationships & Selling Relationships & Selling Best suits the customer’s needs Two types of loyalty: Behavioral - habits Attitudinal – Emotional attachment Read in text for further information (P.32-33)
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Types of Relationships Types of Relationships Two basic relationship types: Market Exchanges & Partnerships (See Exhibit 2.3 – Page 33) Market Exchanges – Two Types short term solo transaction between a buyer and a seller who do not expect to be involved in future transactions with each other
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Market Exchanges Market Exchanges Long-Term Relationships long-term functional business relationships in which the buyer and the salesperson have a close personal relationship that occurs because of behavioral loyalty - easy like a close friendship; it could be very rewarding
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