Business to business sales

Business To Business - Sales can be a challenging but highly rewarding career for the right type of person. Successful salespeople tend to be extroverted and excellent communicators, who know how to listen as well as how to clearly communicate their thoughts.

If you’re considering a career in sales, speaking with some other sales people may be a good way to gain some insight into the field.

While some salespeople prefer selling directly to individual customers, other salespeople specialize in business-to-business sales. These would include copier salesmen, technical reps, office suppliers, OEM representatives, and more. Business to business sales depend more upon developing a long-term relationship with your customer than on making the “deal of the moment”. Cultivating a long-term relationship takes more time initially, but this initial effort will pay for itself many times over in terms of long-term sales.

When considering a sales career, it sometimes helps to focus your specialty on either B2B or B2C, that is, business-to-business or business-to-consumer, since each of these require different skills and strengths. Examples of B2B sales careers include being a pharmaceutical rep, office supply rep, fleet sales, or perhaps getting into business computer sales, just to name a few. On the other hand, typical B2C sales careers would include car sales, real estate, telecommunications, personal products like beauty supplies, and more.

Manufacturers reps can be employed in-house, or contract to the manufacturers on a commission-only basis. While the latter type of sales rep can sometimes represent a number of product lines from different manufacturers, there are often restrictions placed upon them regarding which manufacturers and/or lines they may represent. The manufacturers impose these restrictions in order to avoid having a single representative selling both their products along with those of their competitors. Competitive bias is only one reason for placing restrictions on a manufacturer’s representative. Other reasons may include an interest in having the representative focusing a majority of his or her time on their product line, mixed compensation structures, even import and export restrictions on the sale of their products.

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