Hey Guys,

Further to my earlier post, I would like to add few points about what B2B sales is all about.

I am into B2B business, where, the Sales Engineer's has to visit all his customers to understand their requirement before a sale is made. All sale is a technical sale, hence meeting customers are mandatory. For eg: sales engineer's visit to customer site will help him understand what exactly they require, for what purpose are they buying this product, how efficiently can you support the customer, what would be the pay-back period, service support and so on..

Moreover for every sale, customer has to allocate funds in their annual FY capex or fund projections has to be done intermittently during FY, as every product is a high value product. Typical Fast Moving Consumer Sales (FMCG) / B2C may not require sales engineer visit, as most of the sale is done either by distributor / dealer or agent. As huge money is involved, its understood without saying that sales engineer's visit is mandatory

Here in this B2B sales, competition is direct, in front of customer and the sale is made or awarded to a company only based on the sales engineer's approach and the way he pitches his product compared to competitor sales engineer.

The advantage of B2B sale is that, almost every sale is finalized only with top level bosses, though procurement & commercial team is initially involved. Hence, Sales Engineer can develop networking with all level of people in any corporate.

Yeah, all above are not only B2B sale.. There are few more areas, which determines the B2B sale.........

Wanna know those areas???? Am sure, you are.... Stay tuned for my next blog to know it...............

Till then take care and stay happy!!!!

Cheers

Karthick Mahadevan