BUSINESS TO CUSTOMER Product driven Maximize the value of the transaction Chuckie identity created through repetition and

on and imagery Single step buying process, shorter sales cycle Large target market Emotional buying decision based on status, desire, or price

BUSINESS TO BUSINESS Relationship driven Maximize the value of the relationship Small, focused target market Multi-step buying process, longer sales cycle Brand identity created on personal relationship Educational and awareness building activities Rational buying decision based on business value

Kinh doanh cho khch hng Sn phm nh hng Ti a ha gi tr giao dch Chuckie sc c to ra thng qua s lp li v hnh nh c thn bc qu trnh mua, bn hng ngn hn chu k th trng mc tiu ln Cm Xc mua quyt nh da trn tnh trng, mong mun gi hoc,

Doanh nghip kinh doanh c Mi quan h nh hng Ti a ha gi tr ca mi quan h nh, tp trung vo mc tiu th trng Multi-bc qu trnh mua, cn doanh s bn hng chu k nhn dng thng hiu to ra mi quan h c nhn Gio dc v cc hot ng xy dng nhn thc Rational mua quyt nh da trn gi tr kinh doanh