Why Building Trust/Relationships is most important factor in B2B sales?
Now most of the B2C sales happen directly on E-commerce websites without much interaction of Big Ticket Size:
B2B sales are of big ticket size and with lot of money involved; a buyer tends to first build a relationship with the supplier and buyer as ticket size is small and it is one time buy (Ex:Amazon,Ebay).
Can it be same with B2B companies? Canone time B2B sales happening directly on E-commerce websites or Lead Selling websites give them long term beneficial relationship?
No.There are several reasons why B2B sales cannot happen as B2C do happen:
1. Decision Making Ability:
In B2C sales, consumer is a single decision-making unit, but a business is not. A business is composed of a number of distinct individuals. Many different people will likely have an influence on the decision-making process. So the B2B company is constantly trying to dig deeper, to probe beneath the surface of its relationship with the
Now most of the B2C sales happen directly on E-commerce websites without much interaction of Big Ticket Size:
B2B sales are of big ticket size and with lot of money involved; a buyer tends to first build a relationship with the supplier and buyer as ticket size is small and it is one time buy (Ex:Amazon,Ebay).
Can it be same with B2B companies? Canone time B2B sales happening directly on E-commerce websites or Lead Selling websites give them long term beneficial relationship?
No.There are several reasons why B2B sales cannot happen as B2C do happen:
1. Decision Making Ability:
In B2C sales, consumer is a single decision-making unit, but a business is not. A business is composed of a number of distinct individuals. Many different people will likely have an influence on the decision-making process. So the B2B company is constantly trying to dig deeper, to probe beneath the surface of its relationship with the
