Bombardier makes corporate jets and its strategy involves streamlining production activities, maintaining its reputation for quality, and reducing its costs. It has developed the Continental, an airplane assembled from just a dozen large component parts. All parts are supplied by carefully chosen independent companies that share the development costs and market risk with Bombardier as part of being its suppliers. To sell sub-assemblies to Bombardier, the salespeople for its supplier companies used:

Question

Quizplus · Accepted Answer

The salespeople for Bombardier's supplier companies use relationship selling to establish and maintain a long-term relationship with Bombardier. As these suppliers share the development costs and market risk with Bombardier, they need to understand Bombardier's needs and preferences in order to ensure that their sub-assemblies suit Bombardier's requirements. By focusing on building a strong and collaborative relationship with Bombardier, the suppliers can develop a better understanding of the organization's objectives and work towards meeting those objectives. In this way, relationship selling helps the suppliers to sell their sub-assemblies to Bombardier effectively.

Bombardier Makes Corporate Jets and Its Strategy Involves Streamlining Production