Many people believe that a good seller no matter what it is trading, but in fact it often turns out that the goods are goods alike.Depending on the specific type of sales manager must possess a completely different personality traits.To understand what caused these differences, it is necessary to delve into the definition of "sale" and explore all forms and aspects of this difficult work.
Vendors working in the mass consumer market, like the sprinters who demand speed and the number of actions, while corporate sales managers is more important to establish long-term relations of trust with the aim of maximizing profits.
What is selling?
with the essence of the managerial and economic concepts is very important to understand because of the understanding of its nature and stages depends on sales volume.Many experts prefer the following definition: For sale - a set of measures to influence the vision of the world in order to create a customer in his mind and emotions need for a certain product that they can get their financial resources.This should be achieved the maximum benefit of the customer and the seller's profit.
What does the B2B?
reduction has English origins B2B: Business to Business, and indicates the nature of the economic and informational influence between legal entities.The literal translation - business to business.What is selling B2B?This is a market segment where sales are not focused on the end user, and other business.That is a generalized term B2B correspond to all forms of activity, clients are legal entities.
What is B2C Marketing?
considered the essence of the sale of the business, it's time to know what the sales B2C.The term is also borrowed from English: Business To Consumer, and represents a form of trade through direct sales to end-users.The literal translation - business to consumer.This type of sales allows you to do business with the fewest intermediaries, leading to increased profitability.The system relations are based on a "Business Customer".Simply put, it is the sale of goods and services directly to the end consumers.
now necessary to determine the main characteristics of these two fundamentally different forms of doing business sales.
Different volumes
Direct sales to consumers are often limited to a certain budget that is willing to spend time for people.It can be expressed as the limit of the amount of cash in the pockets of consumers.Entrepreneurs also have at their disposal a much larger corporate funds, which are limited only by the size of the turnover of the organization.Selling products business is not isolated, and hundreds or thousands of pieces.So, buying a car for the average person - is an event that occurs only a few times in life, while the businessman corporate purposes may buy them in dozens, and while spending will not be too noticeable.
Professionalism buyers
Businessmen are professional purchasers, who are fully aware of the report, which will be used for their purchase, all its pros and cons.In addition, they may consult with independent experts.In deciding to purchase, the owner already knows the specific parameters of the goods, which are the most suitable solutions for its business objectives.Consumers of the people may not have a serious presentation, for example, about the household and in the choice to rely on the words of the sales assistant.
technical complexity of the product
Sale of goods for business involves high complexity of the product itself.So, every businessman has a desire to get information about all the nuances of complex equipment (communications equipment, machine tools with software product lines, and so on. D.), As well as the possible payback and profitability of its use in the specific business.
Cycle buy
Unlike consumer sales, sophisticated products for business are not implemented quickly.Meetings with the seller are often in several stages, after which the buyer evaluates the pros and cons, as well as possible alternatives, after which the contract is concluded - as the logical conclusion of the process.Examples of completed transactions, which are taught to consumer sellers in these cases to use correctly.
level of risk the buyer
Buyers of large businesses at risk far more than ordinary consumers.And the notion of risk includes not only the amount to pay for the goods, but all possible damages and loss of profits from the incorrect operation of the equipment in the future, until the existence of the business structure as a whole.
responsibility in deciding
What is the sale of the business?This is a difficult path from the Secretary-General and to the responsible for making the necessary decisions on the purchase of the head.It is necessary to clearly feel each of the interlocutors, advancing with all the positive aspects of its product.You can not take unceremoniously buyer, you need to act purposefully and systematically.
production demand
The challenge seller of goods to big business that they need to calculate not only the demand for their own products, but also to monitor related markets.The demand for resources from the business is directly proportional to the demand for their end products.And the study of the demographic structure of consumers (as in the organization of sales to the public) is not limited to any turn.
Proximity Communication seller and buyer
Sales of goods for business is often a regular at the office of the buyer.However, even after the signing of the deal and the duties of the seller and the connection from the corporate customer is not interrupted.Sale Price in this case is high, so the manager controls (sometimes for years) procurement processes, debugging and maintenance of the goods.In addition, the following major sales agreement the two sides are in some degree of business partners that defines their responsibilities to each other.
