Definition:
Business-to-business sales (B2B sales) describes commerce transactions between businesses.
Examples: sales between a manufacturer and a wholesaler, or between a wholesaler and a retailer, or between a supplier business and a consumer business, or between a supplier business and a manufacturer, or between manufacturer and a retailer, etc.
Business-to-business sales is also considered as business-to-business selling in which a business sells its products/services to another business.
Different from Business-to-business sales, there are terms: business-to-consumer (B2C) and business-to-government (B2G).
Characteristics of Business-to-Business sales (B2B sales):
The value of B2B (Business-to-Business) transactions is much larger than the value of B2C transactions. This simply comes from the fact that a business has larger financial capacity than an individual or an end customer. A business makes large order to buy products, material... for its selling or manufacturing.
Principles for business-to-business sales:
Business-to-business selling includes seller company and buyer company. The buyer is anyway a customer. They also need satisfying.
1. The buyer company always want the best products/services at a reasonable price.
2. It is easy to contact the seller company when needed.
3. The sales representatives from the seller company are qualified enough to know clearly about their products/services.
4. The sales representatives from the seller company are also required to be good at making comparison between their products/services and their competitors' products/services so that the buyer company has rich information.
5. The seller company can give the value of its products/services to the buyer company to make the buyer's business convenient and exceptional.
6. Win win principles need to be considered. Business-to-business relationship is more intimate than business-to-customer. A business usually has several business-to-business relationships to other businesses, which make them deeply dependent on each other.
