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Discussing Electronic Commerce Communications

Please answer the following:

1. How do business-to-business sales communications differ from selling to individuals?
2. In dynamic pricing, each individual might pay a different price for a product or service. Is this fair? Why or why not? How may communication techniques can be used to overcome any issues this may cause?

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1. How do business-to-business sales communications differ from selling to individuals?

According to Linda Ray, business-to-business (sometimes called B2B), describes the transactions taking place from one company which is conducting commerce with another company. The consumer in this kind of trade is always another business and not an individual as compared to the term, 'selling to individuals' where there is a direct contact of the business representative and the individual consumer.

Selling to individuals which is sometimes referred to as B2C (business to consumer) is intensive as consumers are demanding and they always shop around to find the best price, they research and learn about the product and they have various expectations of the product. Therefore, they have a different need and style of communication. When a sales person is selling to an individual consumer, he/she has to go through the different steps in order to achieve a successful transaction. These steps start from greeting, assessing need, rapport, matching product to consumer, closing sale, following up and who knows there may be other things more than these. The consumer needs to respect the sales person and believe in him/her. If the sales ...

Solution Summary

This solution provides a 750 word response which differentiates business-to-business communications from selling to individuals. It also explains dynamic pricing and its issues. Four references are included at the end of this response for further research.