The characteristics of a dependency relationship are that one party holding power and influence and dictate to their subordinates. In a sales process, a customer-sales person’s relationships start out initially. However, over time this kind of interaction will lead to the salesperson holding power and influence over the customers. This will become a great obstacle for gaining trust and confidence from customers that is required to add value to their relationship. For example, a sales person influencing or ‘pushing’ the customers to buy the products or services exhibits dependency-subordinate relationship.
On the other hand, interdependent is one in which power and influence are balanced between the salesperson and the customer. They both contribute equally to the relationship. Interdependent relationship encourages trust and openness that are essential to provide value to the customer. This eventually leads to influencing the customers positively. Interdependent relationship provides insights to the products/services that the salesperson offers. Since the salesperson invests time to build the relationship, the customer knows that they are being listened to and their concerns are addressed to. For example, Apple Inc., sell their products to the customers only after gaining insight of the customer’s needs. They just don’t sell the iPhones to the customers. The different versions are sold to the customers based on their requirements. The salesperson and the customers contribute equally to the relationship.
During initial sales calls, many sales professionals assume a dependency-subordinate relationship which is less than effective. The reason is because they are assume that they need to complete the target on time and push the products to the customers by gaining power and influence over them.
What are the characteristics of a dependency-subordinate relationship versus an interdependent relationship? Give an example of...