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Types of Sales Activities - B2B and B2C

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Differentiate between the different types of sales activities. Include a flowchart of the selling activities for Business-to-Business (B2B), and a comparison of how Business-to-Business (B2B) differs from Business-to-Consumer (B2C) sales. Include a minimum of five selling activities (e.g., negotiation, lead generation, and approach to the customer).

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Solution Summary

The solution is given as a short essay with 1,450 words and 10 references. Each sales activity is explained and flow charts are included.

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E-commerce has emerged as an innovation in the business structure that covers different formats that are B2B, B2C, C2C and C2B. Organizations are using these new formats to develop a competitive advantage. Out of these four formats, B2B and B2C are the most popular among the business organizations (Baker & Hart, 2007). B2B involves transaction between two business organizations that is relationship oriented. B2C involves transaction between business and consumers that is product driven. There will be a discussion of difference between the sales activities of B2B and B2C. A comparison between the sales of B2B and B2C will be also discussed.
Sales Activities
Sales activities play a crucial role in the overall success of the organization whether they deal in B2B or B2C business structure to operate in a particular industry. There are different steps that are followed in a sales activity. These are as follows:
Prospecting the customers: It is the first step of a sale activity that involves prospecting the customers (Peter & Donnelly, 2002).
Contact the customers: After the identification of prospecting customers, contacts with the customers are made through the help of phone.
Analysis of customer needs: Next to the contacts, analysis of customer needs is made to formulate a recommendation with regard the particular product or service (Barschel, 2007).
Recommendation: After identifying the customer needs, recommendations related to the products or services are made to generate desire among the customers.
Development of proposals: Proposals are made after the recommendation to offer value to the customers (Calvin, 2004).
Closing the sale: After offering a proposal to the client, closing is followed that is based on the decision given by the customer.
Follow up: This activity is followed after the sales of a particular product or service.
There are mainly five sales activities that are differently used in the B2B and B2C business structures. These are as follows:
Negotiation is an important process that is used to set terms related to the different aspects like price, product specification, delivery etc. It is ...

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