The buyers who are guided by pure value, inherent in the goods. In representation of such buyers qualities of the goods have value only. Such buyers, — both large, and small — do not consider that actually efforts on goods sale increase its appeal. Moreover, they categorically do not wish to pay the services of sellers included in cost of the goods. As they well know that are going to get and do not require that would advise them or resulted a product according to their inquiries. They search for the goods at the minimum cost and accompanied by very simple process of acquisition of the goods. They consider the required goods or services as trivial and easily replaced with what are offered by competitors of the supplier.
We act often in a role of such buyers, buying gasoline on refuelling on the way home it is not important on what, from five most widespread brands with approximately identical quality of fuel. Absence of turn and convenient arrival is important. Or having chosen in advance model of a mobile phone we search for the seller with a floor price.
Another matter if we wish to get difficult home appliances, the plasma panel or LCD TV and not up to the end we understand, than they differ, and that to us will approach under the price, characteristics and potential benefits is better. Consultations are necessary to us and we search for a complex package deal — not only wide assortment and competitive prices, but also sellers which in a condition «to get into our skin» and to help to make to us a choice for which we will be long grateful to them.
The buyers who are guided by complex valueare striving to get something bigger than simply goods or service. To such buyers consultations and the help of the seller are required, such buyers sometimes require goods change according to their requirements. And, hence, they are ready to pay services of such sellers which are capable to give them qualitative and professional support of process of sale taking into account unique requirements of the client.
Buyers of this type search for such suppliers where as a part of trading commands the trained sellers work, capable to create for the clients new consumer value of the goods or service, let even by additional expenses.
The buyers who are guided by strategic value. Such buyers demand value creation on very high level. They wish to receive something bigger than the goods. These clients aspire with the maximum benefit for themselves to use knowledge which the seller possesses. They are ready to spend cardinal transformations to their own organisations, to reconsider work and problem methods, to take a maximum of advantages from relations. At the relations based on strategic value, it is almost impossible to define who is the seller, and who is the buyer. It reminds business partnership where both partners work over creating of consumer value of very high level which in absence of close cooperation they could not reach more.
Today it is quite easy to find a good business 2 business connection – this is where a professional appointment setting can help you a lot.
And a final piece of advice – today the web technologies give you a really unique chance to choose exactly what you need at the best terms which are available on the market. For example, search for free insurance quotes. You will be surprised how fast you can get variety of products and prices for them. Funny, but most of the people don’t use this opportunity. In real life it means that you must use all the tools of today to get the info that you need.
Search Google or other search engines. Visit social networks and check the accounts that are relevant to your topic. Go to the niche forums and join the discussion. All this will help you to create a true vision of this market. Thus, giving you a real opportunity to make a smart and nicely balanced decision.
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