 Wysłany: Czw 3:37, 17 Mar 2011 Temat postu: asics New Arrival shoes 0392 |
|
| Business to Business Selling
Business to business selling involves a completely different style than selling to an individual. When a sales representative from one business sells to another business, as opposed to an individual, there are several key differences. When selling to a business,online tods shoes, it is vital to know who the key resolution maker is within that business. This decision maker may be an individual, or in the case of a company's board, a group of people. The greatest mistake a salesperson can make is to spend all of their time selling themselves and their product to a person within the business who has very little input into the actual decision. If this is the case, then the real decision maker will make a decision without having met the seller, meaning they will probably decide on the written proposal alone. This significantly reduces the ability of the salesperson to influence the judgment. Because of the size and complexity of most Business to Business sales, once the key decision maker has been found the salesperson must be prepared to spend time building a relationship with them. When selling to a business the value of the sale is usually far higher than when selling to an individual. Obviously there are exceptions,north face outlet, but normally in a Business to Business selling situation it involves amounts in the thousands rather than the hundreds. Sometimes the sale is worth hundreds of thousands. Building a relationship with the key decision maker enhances a salesperson prospect of obtaining their business. Also, depending upon the position the decision maker occupies within the business, there may be others that the salesperson needs to build a relationship with in addition to the decision maker. Most sellers are caught in the old "dialing for dollars" mentality. When you're selling to the corporate market today, that's just about the stupidest thing you can do. Corporate decision makers are so swamped these days. Their workload is continually increasing at the same time their deadlines and resources are shrinking. So, they need a pretty darn good reason to invest their precious time with a salesperson. Business to business sales known as B2B sales takes place everyday. It is when a business sells equipments or provisions to another business rather than selling to public. Sometimes the product is an ingredient or component in another product and at times the employees of the business use the product. Tips for Business-to-Business Selling1. Listen well. Let your B2B customers talk,salvatore ferragamo boots, so you can learn their needs and determine how your products or services can help them. 2. Learn as much as you can about your prospects�� industry. You may come up with ideas to help them that they haven��t thought of before. 3. Make yourself a part of their team. Demonstrate that you are there to help them increase their bottom line. 4. Emphasize the benefit of your products or services. Show how you can help customers cut costs,asics New Arrival shoes, increase profits, or beat the competition. 5. Follow up. Keep customers coming back by making sure your products or services work well for them. If not, show concern and fix things cheerfully. B2B e-commerce is one of the fastest growing markets in the world. To find out more information about B2B e-commerce, Business Directory all about E-commerce industry. We helps businesses increase their revenue by lead generation and appointment setting services through http: //www. Tradekeyindia. com.Topics related articles： alife everybody mono 8791 buy nike dunks 9117 buy nike dunks 0246 |
|
