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

Based on the description of Bombardier's strategy and its use of carefully chosen independent companies as suppliers, it can be inferred that the salespeople for these suppliers would need to engage in relationship selling. This involves building strong, long-term relationships with customers (in this case, Bombardier) to understand their needs and provide customized solutions. It also involves collaborating with customers to improve products and processes, which aligns with Bombardier's strategy of streamlining production and maintaining quality. The other options, such as order processing and order taking, seem too transactional and simple for the level of collaboration and shared risk that Bombardier is pursuing with its suppliers. Customer value creation could be a component of relationship selling, but it feels more specific to marketing and product development than the day-to-day sales activities of the suppliers.

Bombardier Makes Corporate Jets and Its Strategy Involves Streamlining Production