Buyer Seller

Relationship
& CRM
Coverage
1. Buyer's perception of Sales Rep
2. Buyer’s response (Personal needs, Org. Objectives, Risk)
3. Seller response
4. Buyer seller relationship (Task/Interaction/Self)
5. Transactional Relationships
6. Value added relationships
7. Collaborative/ partnership relationships
Buyer Seller
Interactions
Relationship types

Transactional Value Added Collaborative

• Multi-sourcing • Customizabilit • Lower costs
• Stable supply y • Improve
market • Delivery volume
• Standard schedule • Mutual
products requirement Benefits
• Simple matching • Hard core
purchase • Complex loyal
decision purchase customers
• Purchase is decision • Trust is
not core • Purchase is important
function for core function
buyer for buyer