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Pure transaction is effectively one step removed from stone-age barter. Relationship and trust Since the beginning of selling as a profession. Sophisticated open approach to selling developed in the 1980s. Education and enablement 2000 and beyond.
Pure transaction is effectively one step removed from stone-age barter. Relationship and trust Since the beginning of selling as a profession. Sophisticated open approach to selling developed in the 1980s. Education and enablement 2000 and beyond.
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Pure transaction is effectively one step removed from stone-age barter. Relationship and trust Since the beginning of selling as a profession. Sophisticated open approach to selling developed in the 1980s. Education and enablement 2000 and beyond.
Copyright:
Attribution Non-Commercial (BY-NC)
Formati disponibili
Scarica in formato DOC, PDF, TXT o leggi online su Scribd
commoditised pr and reliability - t Since time began. Pure transaction is build on, busines effectively one step removed from spasmodic, hand stone-age barter. unpredictable. T relationship othe transaction.
2. relationship and Continuity, consi
sustainability, an trust understanding o real issues are se Since the beginning of selling as a value by both se profession, popularised by Dale organization. Int Carnegie, among others, early-mid continuity on com 1900s and contacts, ma trading, mutual f adaptability, are relevant benefits customer, which price premium, a offer protection a competitors, and supplier.
3. management and The provision of
and information information to buying organi exchange and co Operated instinctively in isolated these areas repr examples in business relationships significant increa for centuries, but not generally seen effectiveness of in selling methodology, sales training reletionships. A l and strategic application until the supply arrangem 1960s-1970s. requirement for this level of sellin advantage by se because it brings benefits of co-op support other ar customer's busin training, technol development - w the customer's o strengths and op efficiencies. The as part of the tea to be more invol the the custome systems, meetin etc.
4. partnership The activities of
selling organizat almost seamless A sophisticated open approach to are connected; t selling which mainly first developed virtually part of t in the 1980s, probably in response to organization and the increasing complexity of business 'Out-sourcing' ge relationships, technology, global this degree of co markets, etc., and the increasingly which involves a fast pace of change. Organizations anticipation, inno could be more effective and integrated suppo adaptable by devolving operating difficult to un-pic responsibilities to suppliers. Very in the customer' different to merely buying and selling so. Partnership le products and services. a legal or contra arrangement; it relationship, whi virtually as a form would do. There enormous depth understanding a which is not writ detailed in a con Partnership sellin generally need t probably betwee depending on th complexity of the buyer organizati 5. education and The educational activities of the s enablement organization ext of anticipation an 2000 and beyond. The dimensions, found in the part scope and impact of this new type of Also incorporate selling are not yet fully developed facilitative and e and defined. which are for exa represented by S There are signs however that the Morgen's 'Buying sellers who can give most to their methodology. Th customers - especially in areas that the customer an the customers didn't even know they can reasonably o had a need or an opportunity - will be improve the cust the most successful. understanding, i and commercial issues relating to area. This is a hu sophisticated lev which was difficu anywhere in the century. Sellers a organizations tak teacher, guide, m which can influen customers far be commercial and outcomes, into p unimagined stra development an change. Internet such as Google a this sort of sellin best can actually it takes.