About This Chapter
Selling to Businesses & Consumers - Chapter Summary
For an overview of business and consumer sales processes, take a look at these simple and expertly taught sales lessons. As you work through the chapter, you'll review techniques and approaches for personal, relationship, traditional, customer-centric, business-to-business and business-to-consumer sales. You can make sure you fully understand these particular sales processes by taking the accompanying lesson quizzes and chapter exam. Use any computer or mobile device to study, and try the Ask the Expert feature if you have any questions. Upon completion of the chapter, you should be able to:
- Recognize the characteristics of sales-oriented companies
- Summarize each step in the sales process
- Identify sales funnel stages
- Compare personal and relationship selling processes
- Differentiate between relationship selling and traditional selling
- Recognize the differences between business-to-business and business-to-consumer sales approaches
- Utilize business-to-business sales techniques
- Discuss customer-centric sales strategies
1. Sales-Oriented Company: Definition & Examples
Find out what a sales-oriented company is and some of the unique characteristics that define these businesses. Learn about the important roles that sales forces play and see some examples of sales-oriented companies.
2. What Is the Sales Process? - Steps & Example
Almost everyone has been subjected to the sales process. In this lesson, you'll learn about the steps in the sales process and be provided an example. A short quiz follows the lesson.
3. Sales Funnel: Definition & Stages
The sales funnel is a fundamental marketing process that sales organizations must understand. Learn how consumers move from learning about a product or service to making a purchase for the item.
4. Personal Selling: The Steps of the Selling Process
This lesson introduces you to the concept of personal selling. You will learn about the steps in the personal selling process, including how to close a deal.
5. Relationship Selling: Definition, Process & Techniques
In this lesson, we'll be looking at relationship selling, which is a type of sales technique that focuses on buyer interaction. Throughout the lesson, we will explore the process and different techniques.
6. Relationship Selling vs. Traditional Methods: Definition and Purpose
Promoting is an important method of communicating the benefits of a product or service. The traditional way of selling does not take into account developing a long-term relationship with customers and is more concerned with just making a sale. The proper way of selling in a marketing environment is relationship selling. This is concerned with solving customer product needs and delivering long-term customer service.
7. Comparing Business-to-Business & Business-to-Customer Approaches
In this lesson, we will define the terms 'business-to-business' and 'business-to-customer.' The lesson will also discuss some of the different approaches that are used for each, and then you can test your knowledge with a quiz.
8. What Are Business-to-Business Sales? - Definition, Process & Techniques
Business-to-business, or B2B, sales differ in many ways from business-to-consumer sales. In this lesson, we'll learn why they differ and how the selling process works when selling to a business customer.
9. Customer-Centric Sales: Definition & Strategy
This lesson defines customer-centric sales. It then describes how an organization can design its sales process before, after, and during sales to create a customer-centric strategy.
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