(Marketing Pros: B2B vs. B2C Marketing) At present in excess of 700 B2B markets are either carrying their business or in the pipeline. Even though B2Bs are positively anticipated to clock sales of $5 trillion by 2004, the latest slowdown in the online business-to-consumer market has put some doubts into a sector which on other fronts is a promising sector. (Harbour, 2001)
In the thinking pattern of individuals performing the selling, a difference exists between selling Business-to-Business and Business-to-Business customers. However, it could be stated that no difference exists between selling to Business-to-Business and Business-to-Business customers as the rules for selling are identical for the two categories. Moreover, the reality that business-to-business customers purchase the identical products at reduced prices compared to business-to-consumer customers, there is truly a single point of difference. Business-to-Business buyers are on the hunt for a choice to fill a vacant space or their customer's requirement; business-to-consumer customers are on the hunt for an item to fill a space or a necessity. For categorization of customers, when they are on the hunt to buy or are open to recommendations, what they are going to take is required to be either contrast/complimentary or vice versa in respect to their business. (Is there a difference between selling to Business-to-Business and Business-to-Business customers?)
In case there is that much of a difference, that it is not complimentary, the need of the customer is not fulfilled. In case it is complimentary and not in contrast, in every possibility it will be the same as what they already have, offer to perform. The necessity of two suppliers for one and the same thing is superfluous. One more reason to take into account for the two types of customers and their contrast / complimentary purchases is that the two of them are "upgrading." "Upgrading" is normally believed to be linked to be purchase for more money. People resort to upgrade to appear nicer...
It is not the nature of people to buy with intent of something to "downgrade" them. They most efficient manner to understand in which circumstance they are placed- contrast/complimentary or complimentary/contrast is to hear about their remarks and queries with rapt attention. (Is there a difference between selling to Business-to-Business and Business-to-Business customers?)
To conclude, in the perspective if those performing the business, there are distinctions among selling to business-to-business and business-to-consumer customers, however truly there must not be such. There must be disparities between selling to business-to-business and business-to-consumer customers as sales can be made exclusively when customers, regardless of business-to-business or business-to-consumer customers, think what they are thinking matches their contrast/complimentary or complimentary/contrast circumstances and also they, by performing their buying decision, will appear better in their own eyes and/or in the eyes of others.
References
"Ebusiness" Retrieved from http://answers.google.com/answers/threadview?id=508439 Accessed on 22 April, 2004
"Electronic Commerce Security: An introduction for everyone" Retrieved from http://2000.worldfantasy.org/ecomm_sec.html Accessed on 22 April, 2004
Harbour, Pamela Jones. (May 7-8, 2001) "B2B Basics and Antitrust Issues" Federal Trade Commission Workshop on Emerging Issues for Competition Policy in the E-Commerce Environment. Retrieved from http://www.ftc.gov/opp/ecommerce/comments/harbour.htm Accessed on 22 April, 2004
"Marketing Pros: B2B vs. B2C Marketing" Retrieved from ttp://www.marketingprofs.com/ea/qst_question.asp?qstid=1141 Accessed on 22 April, 2004
Zell, Alan J. "Is there a difference between selling to Business-to-Business and Business-to-Business customers?" Retrieved from http://www.sellingselling.com/articles/btbb.html Accessed on 22 April, 2004
