Selling: Building Partnerships 7th Edition by Barton Weitz,Stephen Castleberry ,John Tanner

Exercise 3

In Building Partnerships 4.1, Clorox's "employee analogy" is described. What are the benefits of the employee analogy to describe relationships with suppliers as compared to a marriage analogy or a partner analogy What are the drawbacks Why would an analogy be useful when talking to suppliers or others in your own firm