In [[Selling the wheel]] ''//Relationship customers//'' are the third group of customers to target during the [[Incremental Growth]] phase of the [[Maturity phases in a product's life cycle]].

Relationship Customers:
* Want a reliable, accepted product
* Are making a complex purchase and need help with dealing with the complexity but do not need a unique design
* Are knowledgeable about what they want and can articulate their needs
* Examples are middle managers, most of the business to business market. Consumer purchases involving an ongoing bond of trust (banking)

A [[Relationship Builder]] is the best sales person for this type of customer.
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sellingthewheel_public
created
Sun, 02 Oct 2011 13:55:19 GMT
creator
dirkjan
modified
Sun, 02 Oct 2011 13:55:19 GMT
modifier
dirkjan
tags
Selling the wheel
Term
creator
dirkjan