B2b sales synonymously known as business to business selling is a commercial model where a firm or an organization transacts business with another firm. These commercial transactions are commonly done between firms who source their raw materials from other firms in order to manufacture their products. This arrangement is also evident in service industries where an organization may need the professional services of another such as auditing or accounting services. To increase profit, firms should introduce b2b sales training to its staff.
The main line of products dealt with in this setting are professional services such as auditing, raw materials and manufactures selling products to wholesalers and retailers. In the increasingly competitive business environment, firms have to align themselves tactfully to fully satisfy their clients needs which can be done by training the sales team on the market trends and customer care services alongside other services.
Notably, the main differences between a B2b model and a B2c model include the difference in the volume of good sold and the number of transactions in each of the models. The business to business setting have relatively higher volumes of sales as compared to the business to consumer arrangement. In B2c, only the final product will be sold to the final consumer which will only be done once. In business to business transactions, there is a more defined relationship between the partners which at times may be legally binding.
Drills for a B2b model are mainly educative sessions to the employees specifically from the sales and marketing department where the particular individuals are trained on a wide array of issues ranging from market and industry trends, financial processes, analytical skills as well as procurement procedures. A suitable training program should specifically pay attention to the needs of a certain industry and the subsequent capabilities of the team members as each industry contrasts to the other in several aspects including the number of customers and the market trends.
A fruitful B2b program should seek to equip its team members with the correct and practical techniques that can readily be applied in the contemporary world of business. The particular program should not pay much focus to lengthy sales theories that are outdated or impractical instead it should lay special attention to educating the members with well thought out step by step procedures that will be readily executable.
Conventionally, there exist two types of B2b models for businesses namely the vertical and the horizontal models. The vertical model generally entails manufacturers transacting with wholesalers and retailers who later sells the products to the ultimate consumer. This model is further categorized to either an up-stream or down-stream arrangement. In an upstream setting, a firm sources particular products from another firm whereas in a down-stream setting, the final products are sold to market intermediaries such as retail stores or distributors.
The horizontal setting is the other type of B2b model practiced. The players do not necessarily own the specific products they sell but only act as intermediaries or middlemen between the real buyers and sellers. This setting is simply a platform where the sellers can meet their buyers. Ultimately, organizations that practice business to business sales definitely record higher sales as a more established relationship will be formed by the partners.
Sales training is an indispensable business exercise for any organization that may wish to increase its profitability levels especially for business to business model. As expansively discussed in this piece, a B2b setting involves businesses transacting amongst themselves rather than transacting directly with the consumers.
The main line of products dealt with in this setting are professional services such as auditing, raw materials and manufactures selling products to wholesalers and retailers. In the increasingly competitive business environment, firms have to align themselves tactfully to fully satisfy their clients needs which can be done by training the sales team on the market trends and customer care services alongside other services.
Notably, the main differences between a B2b model and a B2c model include the difference in the volume of good sold and the number of transactions in each of the models. The business to business setting have relatively higher volumes of sales as compared to the business to consumer arrangement. In B2c, only the final product will be sold to the final consumer which will only be done once. In business to business transactions, there is a more defined relationship between the partners which at times may be legally binding.
Drills for a B2b model are mainly educative sessions to the employees specifically from the sales and marketing department where the particular individuals are trained on a wide array of issues ranging from market and industry trends, financial processes, analytical skills as well as procurement procedures. A suitable training program should specifically pay attention to the needs of a certain industry and the subsequent capabilities of the team members as each industry contrasts to the other in several aspects including the number of customers and the market trends.
A fruitful B2b program should seek to equip its team members with the correct and practical techniques that can readily be applied in the contemporary world of business. The particular program should not pay much focus to lengthy sales theories that are outdated or impractical instead it should lay special attention to educating the members with well thought out step by step procedures that will be readily executable.
Conventionally, there exist two types of B2b models for businesses namely the vertical and the horizontal models. The vertical model generally entails manufacturers transacting with wholesalers and retailers who later sells the products to the ultimate consumer. This model is further categorized to either an up-stream or down-stream arrangement. In an upstream setting, a firm sources particular products from another firm whereas in a down-stream setting, the final products are sold to market intermediaries such as retail stores or distributors.
The horizontal setting is the other type of B2b model practiced. The players do not necessarily own the specific products they sell but only act as intermediaries or middlemen between the real buyers and sellers. This setting is simply a platform where the sellers can meet their buyers. Ultimately, organizations that practice business to business sales definitely record higher sales as a more established relationship will be formed by the partners.
Sales training is an indispensable business exercise for any organization that may wish to increase its profitability levels especially for business to business model. As expansively discussed in this piece, a B2b setting involves businesses transacting amongst themselves rather than transacting directly with the consumers.
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