Purchase Solution

Types of Sales Activities - B2B and B2C

Not what you're looking for?

Ask Custom Question

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).

Purchase this Solution

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.

Solution Preview

Introduction
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
Negotiation is an important process that is used to set terms related to the different aspects like price, product specification, delivery etc. It is ...

Purchase this Solution


Free BrainMass Quizzes
Organizational Leadership Quiz

This quiz prepares a person to do well when it comes to studying organizational leadership in their studies.

Lean your Process

This quiz will help you understand the basic concepts of Lean.

Organizational Behavior (OB)

The organizational behavior (OB) quiz will help you better understand organizational behavior through the lens of managers including workforce diversity.

SWOT

This quiz will test your understanding of the SWOT analysis, including terms, concepts, uses, advantages, and process.

Motivation

This tests some key elements of major motivation theories.