What to pay attention to? Employers hire a B2B manager from outside or train a tech-savvy employee for this job. In the first case, they evaluate the specialist's ability to adapt to a new product and conditions, and in the second case, the speed of this process, stress resistance and communication skills.
In this article:
Distinctive Features of B2B Sales
Functions of a B2B Sales Manager
Benefits of area code philippines mobile Working as a B2B Sales Manager
The Role of a B2B Sales Manager at Different Stages of a Deal
Skills and Qualities of a B2B Sales Manager
2 Methods to Find a B2B Sales Manager
Stages of hiring a B2B sales manager
KPI for a B2B Sales Manager
Mistakes and problems in the work of a B2B sales manager
Frequently Asked Questions About B2B Sales Managers
In-Depth Guide: How to Cut Your Ad Costs by 25% with Artificial Intelligence
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Distinctive Features of B2B Sales
B2B sales involve providing goods or services to both wholesale and retail customers. The corporate market has its own characteristics, such as:
The purchased goods are used by companies as raw materials or equipment to create new products or perform services. An example would be production machines.
The supplier provides services that facilitate the customer's business, such as third-party logistics to deliver goods to customers.
The products are purchased by large intermediaries for the purpose of further resale in smaller quantities.
The main consumers in this market are companies, enterprises and organizations, and not individual consumers, as is the case in the B2C (Business-to-Consumer) market;
In the B2B segment, customers have a need for special conditions, which distinguishes this area from B2C, where people buy products at retail under the same conditions.
Distinctive Features of B2B Sales
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Let's consider several important aspects:
According to the Pareto principle, the 20% of customers that generate 80% of revenue are often served through personal relationships.
Reaching the remaining 80% of clients requires significant transaction costs, including communication, creating special price offers, and completing the relevant documentation.
Most customers are periodic in their purchases, and continuous communication is necessary to effectively monitor their activity and maintain ongoing interaction. This can create significant costs for the supplier company, and the loss of a customer becomes even more significant.
A customer's request does not always turn into a deal, but each of them requires a significant amount of time from the supplier's manager.
Each b2b client requires a personalized approach: product selection, pricing policy, discounts, delivery and payment terms, order formation procedure and accompanying documents must be adapted to a specific customer, which increases operating costs for the supplier.
There are many variations in payment, from advance payments to post-payments, from large batches to partial payments. Methods may include split payments or deferred payments, and in international transactions payment may be made in different currencies.
Catalog requirements may vary significantly depending on the industry. For example, in construction and electrical engineering, the client may require catalogs with retail prices and added value settings to create commercial offers. The supplier expects to make a profit through wholesale discounts.
A B2B catalog can be used as a showcase when a purchasing company manager presents it to a client. In this case, retail prices can be displayed, after which an order is placed on behalf of the buyer.
In a number of industries, the buyer is required to prepare cost estimates for his client.
Thus, the unique characteristics of B2B sales make this process significantly more complex compared to retail.
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