Types of Sales Relationships

Question 1

What are the four types of sales relationships?

Answer 1

transactional, functional, affiliative, strategic

Question 2

transactional

Answer 2

one-time exchanges with minimal ongoing interaction

ex. a customer purchasing a product online with no intention of repeat purchases

Question 3

functional

Answer 3

ongoing relationships where buyers continue purchasing out of habit as long as their needs are met

ex. buying MRO (maintenance, repair, and operations) items like bolts

Question 4

affiliative

Answer 4

established when buyers need expertise and trust is crucial

ex. a business relying on a vendor for specialized IT solutions

Question 5

strategic

Answer 5

both the buyer and seller commit resources to grow the market for both parties

ex. Pratt and Whitney partnering with Boeing to develop fuel-efficient engines