Review compliance based on the value of the sales process in the relations between the seller and the buyer with respect to the orientation knowledge dealer in B2B companies focused on the Iran Transfo co.

Subject Areas : Sustainable Development

Narges  Alavi ¹ (M.A,, Department of Executive Management, Zanjan Branch, Islamic Azad University, Zanjan, Iran)
Amir  Najafi ² (Associate Professor, Department of Industrial Engineering, Zanjan Branch, Islamic Azad University, Zanjan, Iran (Correspondence Officer))

Received: 2015-12-03 Accepted : 2018-03-06 Published : 2020-02-20

Keywords: relationship, Adaptation strategy, sales process, knowledge-base, business to business trade,

Abstract :

This study sought to examine the relationship marketing literature, knowledge and institutional memory of the customer's shopping lightbox to clarify how value-based relationships and how to adapt to the process of selling seller buyer buy business in the commercial marketplace so that he can explain the policy process strategic and value-based selling to both sides express respect for the organization. This research is descriptive method with a literature review, empirical data through interviews with managers and experts in sales and marketing of transformers as a salesman and a customer of the company as seller using data collected at the end of review literature and the findings from interviews, strategic sales process and how to adapt it to the buyer was investigated and how the role of knowledge and relationships in the database and customer's shopping cart in compliance carefully studied and was used to validate models . The results presented suggest ways to improve and sustain relations between seller and buyer, and how to adapt based on the value for both partners and make it clear value.