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  • SFM Notes

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    Ramsha Ali
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    The document discusses key differences between business-to-business (B2B) and business-to-consumer (B2C) sales. B2B sales involve subsequent consumption by businesses, while B2C sales involve individual consumption. Effective salespeople require both innate abilities like empathy and drive which can be developed through training. The role of a B2B salesperson inherently involves siding with the company over customers and dealing with major business accounts through both direct and indirect sales channels using transactional or relationship-based selling approaches.

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    The document discusses key differences between business-to-business (B2B) and business-to-consumer (B2C) sales. B2B sales involve subsequent consumption by businesses, while B2C sales involve individual consumption. Effective salespeople require both innate abilities like empathy and drive which can be developed through training. The role of a B2B salesperson inherently involves siding with the company over customers and dealing with major business accounts through both direct and indirect sales channels using transactional or relationship-based selling approaches.

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    © All Rights Reserved
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    11 views2 pages

    SFM Notes

    Uploaded by

    Ramsha Ali
    The document discusses key differences between business-to-business (B2B) and business-to-consumer (B2C) sales. B2B sales involve subsequent consumption by businesses, while B2C sales involve individual consumption. Effective salespeople require both innate abilities like empathy and drive which can be developed through training. The role of a B2B salesperson inherently involves siding with the company over customers and dealing with major business accounts through both direct and indirect sales channels using transactional or relationship-based selling approaches.

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    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
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    of 2

    Syeda Ramsha Ali | 21110230

    Notes

    Q1. Are salespeople born or made? They must have some innate abilities like empathy

    and drive but they can be trained.

    Q2. What is the difference between B2B and B2C?

    Subsequent consumption: B2B

    Individual Consumption: B2C

    Hunters: more drive

    Framers: more empathy

    Q3. What is the inherent in sales role?

    Side with company not customers.

    Characteristic of B2B

    Large

    Transaction Cost

    DMU (Decision making unit)

    Indirect Channels

    Direct Channels

    Transactional Selling

    Availability ABC Always be on closing

    Relationship Selling
    You deal with major accounts.

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