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B2B Selling as Process

Cavalier Product's sales force makes multiple calls on general business, small and large; to find new prospects, make presentations, even product demonstrations. B2B selling is a process rather than simply order-taking.

What suggestions do you have to improve the selling process?
How does the buying-decision process compare with the steps the seller goes through?

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RESPONSE:

1. What suggestions do you have to improve the selling process?

There are some basics steps that drives every B2B company, sometimes as a simple as a 10-step guide to booking the sale or as sophisticated as the structure of SFA (Sales Force Automation) software can accommodate ?prospecting, lead generation, lead qualification, sales opportunity identification, vision building, short listing, negotiation, closing: sale won or lost, etc. Excessive resources are spent to enhance the efficiency of selling processes in order to be more effective. But selling is only a means to an end: Buying. In order to be effective, though, most would agree that the B2B must know how the customer buys. In fact, the better the company understands how the customer (the other company) buy, the better its chances of closing deals and drawing repeat purchases. The question is this: "Is your selling process synchronized with your customers?buying process??(http://www.closebiz.org/ikorb.php?func=archive&report_id=136&type=regular).

Therefore, the seller who focuses on providing customer-based solutions and clear, tailored messages for the customer will find B2B selling easier even in tough times. Because the customer's success depends on the vendor's performance, the vendor who positions herself as a value-added partner and strives to see her customer succeed will win the customer's approval (http://www.sim.edu.sg/mbs/pub/gen/mbs_pub_gen_content.cfm?ID=1548&mnuid=92). ...

Solution Summary

Cavalier Product's sales force makes multiple calls on general business, small and large; to find new prospects, make presentations, even product demonstrations. B2B selling is a process rather than simply order-taking. This solution makes suggestions to improve the selling process and explains how the buying-decision process compares with the steps the seller goes through. Supplemented by important points on B2B.

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