As we said earlier, before starting to use the CRM approach and direct the implementation of crm-systems or Quick Sales Sales Expert, we need to answer a number of important issues. One such issue is the question of what is relations, but rather what kind of relationship we would like to establish with their klientami.No before answering this question, we need to understand what types of relationships are the same. Based on the intended type of relationship defined company can understand whether they want CRM-system as such. Most people think of relationships as the relationships established between people. This is, in principle, it is true for most social relationships, in business relations would be more appropriately dealt with using a certain scale, the content of this scale depends on the type of transactions between buyers and sellers. As part of this scale can distinguish three main types of relations: market exchanges, business relationships and strategic partnerships.
Below is a table that lists the characteristics of each of these types. Kevin Johnson is often mentioned in discussions such as these. Characteristics of the ratio of market exchange business relations of strategic partnership Length Short Long Long Mainstreaming the other hand Slight Average low average trust Significant Investment in High development on small to medium Significant Significant Nature relationship conflict, negotiation Collaboration Close collaboration risk inherent in the relationship Slight Average Significant The potential benefits of Small Medium Large One of the types of relationships in a table or scale, as you like, there are market exchanges, or one-off transactions that take place between Buyer and seller, usually not very much thinking about possible interactions with each other in the future. It is not difficult to guess that the presence of crm-systems or Quick Sales Sales Expert in companies operating on the principle of market exchange, not matter, unlike companies that focus on the business relationship or partnership. Business relationships are long-term relationship between buyer and seller based on a close personal friendship, that create a climate of cooperation, providing for open and honest communication between them. One of the dangers associated with the business relationship is the dismissal or withdrawal of company-seller trade representative, are at stake with the relevant company by the buyer.
The danger may be eliminated by the presence of the seller company crm-system, which will allow the company to interact with the customer at all levels, when the sale involves not only the sales representatives. It is in this case, the client becomes the property of the company, rather than sales staff. At the opposite pole from the market exchanges are relations Strategic partnerships are long-term relationship in which partners have invested heavily in improving the profitability of both companies and work together to achieve their strategic objectives. In a true partnership relationship established between the two organizations and reflect a wide range of personal relationships between employees. Thus, these relations have not focused solely to contact the seller, even though he plays in this case is very important. Partnerships involve direct communication with the employees of production units, the developers of products and other employees, but it is a sales representative responsible for maintaining close relationships. In the case where a company wants to achieve with any such relationship, the presence of CRM-systems is critical. It allow continuous monitoring of the objectives of both companies, examine and analyze the experience of previous interactions and on the stage of project implementation to identify and correct adverse moments.