KnowledgeCity

B2B and B2C Sales

B2B (business-to-business) and B2C (business-to-customer) transactions vary substantially.

B2B (business-to-business) and B2C (business-to-customer) transactions vary substantially. This course will teach you the difference between B2B and B2C sales. You will learn to observe how people behave inside an organization to determine how key decision-makers in a company make their B2B purchases. You will also learn about the importance of understanding consumer behavior — how they buy, their criteria in buying, where they buy, and when they buy — in order to improve customer focus.

Some businesses fail because of the lack of focus on the consumer, which is one of the weaknesses that this course will address. Educate yourself about the importance of Customer Relationship Management, or CRM, and how technology plays a significant role in customer management. Learn five important steps to make the most out of your CRM. Finally, know the impact of technology on sales and the use of technology in modern sales.

Learning Objectives:

  • Learn how businesses buy and sell, and how consumers buy
  • Understand a company’s buying decisions by observing its culture
  • Handle any type of sale that comes your way
  • Design a customer-centered approach to selling
  • Value customers and customer relationship management for the success of your business
  • Use CRM software and modern technology to take your business to the next level

Author: Tami Glasco

Duration: 26m · 14 lessons
Level: Beginner
Language: English

Skills you’ll gain

Business To BusinessBusiness-To-Business (B2B) MarketingBusiness-To-Consumer (B2C) MarketingNeeds Based SellingSales ManagementSales Training

What You'll Learn

  • Distinguish how businesses buy and sell from how consumers buy in B2B versus B2C sales
  • Interpret a company's buying decisions by observing its organizational culture and values
  • Design a customer-centered, customer-focused approach to selling
  • Apply five steps to better understand the consumer
  • Use Customer Relationship Management (CRM) software and modern technology to grow your business
  • Handle any type of sale through the organizational and consumer buying processes

Key Takeaways

  • B2B (business-to-business) and B2C (business-to-customer) transactions vary substantially in how buying and selling occur.
  • Observing how people behave inside an organization helps determine how key decision-makers make B2B purchases.
  • Understanding consumer behavior, including how, why, where, and when they buy, improves customer focus.
  • Some businesses fail because of a lack of focus on the consumer, a weakness this course addresses.
  • Customer Relationship Management (CRM) and technology play a significant role in managing customers and modern sales.

Frequently Asked Questions

What is the difference between B2B and B2C sales covered in this course?

B2B (business-to-business) and B2C (business-to-customer) transactions vary substantially, and the course teaches the difference between B2B and B2C sales, including how businesses buy and sell and how consumers buy.

What skills will I gain from this course?

The course develops skills in Business-to-Business (B2B) and Business-to-Consumer (B2C) marketing, needs-based selling, sales management, and sales training.

Does this course cover Customer Relationship Management (CRM)?

Yes. It explains what Customer Relationship Management is, the role technology plays in customer management, CRM software, and five steps to make the most out of your CRM.

How does the course address why some businesses fail?

It addresses the lack of focus on the consumer, identified as one of the weaknesses that can cause businesses to fail, by teaching a customer-focused approach and the importance of understanding consumer behavior.

What does the course teach about technology in sales?

It covers the impact of technology on sales, the use of technology in modern sales, and using CRM software and modern technology to take your business to the next level.

Transcript

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B2B and B2C Sales, Introduction. Hi, welcome to KnowledgeCity's course on B2B and B2C Sales. Businesses and consumers buy products in different ways. As a sales person, you need to know and understand these differences. In this course, we'll break down the differences between business to business and business to consumer sales, along with the key processes for both. You'll also learn how customer relationship management and technology can combine to help improve your sales' success, no matter who you are selling to. Let's get started.

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