You are a sales representative employed by a box manufacturer. You have called on a particular

buyer several times and maintained many other forms of contact with this buyer for over two

years. Over this time, the buyer has never really expressed little interest, saying very little

positive about you, your company$$s products, or your company. You have earned some small

sales, but these amount to only a small portion of this buyer$$s total purchasing volume. You

have just learned that this buying firm is replacing the old buyer with a new person. You have

had some brief contacts with this new person in the past, and you know that she is not easily

influenced. However, you feel that this change may signal an open door for the development of

better relationships in the future. How can you begin cultivating an ongoing and stronger

relationship with the new buyer given that this new person likely knows how the old buyer views

your offerings?