Long-term cooperation
Posted: Sat Feb 01, 2025 9:44 am
The more expensive the goods or services are, the more people are involved in the transaction.Gartner information, a purchase can involve 6 to 10 people responsible for decisions in the company. In the B2B segment, there is such a concept as a "decision maker" (DM). This is a person who makes the final decision on a particular transaction. He or she may not be interested in the purchase, but his or her consent is decisive. The DM can be the purchasing or marketing director, as well as the company owner, IT director, and CEO. In addition, there may be a "person influencing the decision" (PID). Such a person does not voice the final position on the purchase, but helps the DM decide whether it is necessary. A PID can be anyone, not only an employee of the company, but also a colleague from a related field or even an acquaintance. Most often, a sales manager tries to influence the DM's position. However, if the DM does not want or cannot discuss the deal with the manager, then most likely he or she will involve the PID, and the PID will influence the DM's opinion. In some companies, the decision on a deal is made not by one person, but by several, for example, responsible employees or the board of directors. Therefore, sometimes, in order to sell a product, a manager must convince several people at once.
There are significantly fewer buyers than in B2C
For example, Kaspersky provides its services to both individuals and organizations.company information, its products are purchased by more than 400 million users worldwide and over 220 thousand companies.
High transaction cost
In the B2B segment, contracts are usually concluded pakistan telegram data for several million. Let's say Xiaomi offers mobile phones for 10 thousand rubles. To earn 20 million rubles, the company needs to sell 2 thousand smartphones. A machine tool manufacturer needs to sell only 2 machines to earn the same amount.
Rationality
B2B deals are usually high value and high risk. Therefore, the buying firm will often analyze several offers and choose the one that will earn more. This partly explains the long sales cycle and many negotiations.
Since B2B transactions are long and involve a lot of risk, the parties are set up for long-term cooperation. Most companies use B2B services regularly when they need raw materials or supplies to make goods.
What is B2C
B2C (from English business-to-consumer) is a business model in which a company sells goods to the final consumer or individual. This applies to the work of stores, entertainment centers, catering establishments, online stores and cinemas.
There are significantly fewer buyers than in B2C
For example, Kaspersky provides its services to both individuals and organizations.company information, its products are purchased by more than 400 million users worldwide and over 220 thousand companies.
High transaction cost
In the B2B segment, contracts are usually concluded pakistan telegram data for several million. Let's say Xiaomi offers mobile phones for 10 thousand rubles. To earn 20 million rubles, the company needs to sell 2 thousand smartphones. A machine tool manufacturer needs to sell only 2 machines to earn the same amount.
Rationality
B2B deals are usually high value and high risk. Therefore, the buying firm will often analyze several offers and choose the one that will earn more. This partly explains the long sales cycle and many negotiations.
Since B2B transactions are long and involve a lot of risk, the parties are set up for long-term cooperation. Most companies use B2B services regularly when they need raw materials or supplies to make goods.
What is B2C
B2C (from English business-to-consumer) is a business model in which a company sells goods to the final consumer or individual. This applies to the work of stores, entertainment centers, catering establishments, online stores and cinemas.