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Selling to Businesses and Selling to Consumers

1. How is selling to a business different from selling to a consumer? What is the difference in personnel involved and the selling process? How can the sale of consumer products also be considered business-to-business selling?

2. How is the sales process different in the different stages of the product lifecycle? How is the sales process for complex products different from the sales process for basic products? Why do different products require different sales interaction and involvement?

3. Closing: Why is closing the sale important? When would you use the different types of closing? How might selecting the wrong approach adversely affect the close? Give example. If a closing is not effective, what are your options?

Solution Preview

1. How is selling to a business different from selling to a consumer? Selling to a business is much more intense than selling to a consumer. In B2B (business to business) sales, there is much more focus on individual businesses as there are significantly less businesses that are sold to on any given day. Customers are much more numerous in the marketplace. In addition, business sales must go through one or more decision makers. These could be department heads, human resource managers, financial areas, and possibly even the CEO.
WHat is the different in personnel involved and the selling process? With a customer, many different selling processes can be used. You can use personal selling or simply use advertising through commercials, newspapers, etc to increase knowledge and sales. With business sales, the marketer will use personal selling and specialized sales information specifically tailored to the individual business.
How can the sale of consumer products also be considered business to business selling? Just about all products that are available in the consumer market can be used in the business market. For example, if you are selling bread, individual consumers will be a target. However, ...

Solution Summary

The solution examines selling to businesses and selling to consumers. The importance of closing the sale important is determined.

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