Difference Between B2B and B2C Sales
B2B sales refer to the sale of products or services to other businesses, as opposed to B2C sales, which involve selling products or services to consumers (Hoar, 2017). The process of B2B sales differs from that of B2C sales due to the complexity of products or services (Bosch, 2016). The decision-making process in B2B sales involves multiple stakeholders and extended timelines, making it more complex.
The Key Characteristics of a Good Salesperson
Good salespersons possess vital characteristics that are essential for success in the profession. They possess the skills to build relationships, communicate effectively, and gain a deep understanding of their businesses. The ability to overcome objections, close deals, and adapt to changing market conditions makes good salespeople successful in their routine activities (Bosch, 2016, 50 Best Companies to Sell for in 2020, n.d.). Such salespersons are resilient and avoid discouragement even when rejected because they understand that it is a part of the job.
Appealing Feature of a Selling Profession
What intrigues me about a career in sales is the opportunity to build and establish relationships with people, as well as the possibility for professional growth and development. The opportunity to connect with different people and learn about various industries and businesses is crucial to me. However, the potential for rejection and the pressure to consistently meet sales quotas do not appeal to me. The idea of having to pitch constantly and the fear of being unable to close a deal can be overwhelming.
Trends of B2B Selling
The future of B2B selling is expected to be significantly influenced by technology in several ways. Due to the rise of automation and artificial intelligence, traditional sales roles are being replaced by digital methods (Selling Power’s 500, n.d.; Rodoni, 2017). This shift will require salespeople to better understand technology and data analysis. Future salespeople need to be tech-savvy and adaptable to new selling methods.
References
50 Best Companies to Sell for in 2020. (n.d.) Selling power. Web.
Bosch, J. (2016). The career you never thought of B2B sales and millennials. Peaksalesrecruiting. Web.
Hoar, A. (2017). Forrester Vice President and Principal Analyst Andy Hoar discusses the large-scale displacement of B2B sales reps by 2020. Web.
Rodoni, T. (2017). The death of a salesman. Forbes. Web.
Selling Power’s 500 Largest Sales Forces in America in 2020. (n.d.). Selling power. Web.