There are several differences from how business-to-business sales communications differ from selling to individuals. Some differences in business-to-business sales and selling to individuals are the quantity in demand, pricing, relationships, and marketing.
When a business-to-business sale is done there is usually a need for higher amounts of items. When a business buys from another business, they usually buy in bulk, and they usually will have orders coming in at least once a month. This is an importance difference in communication because the business on the selling end knows they are going to sell larger amounts and takes this into consideration when making deals with the business on the buying side.
Pricing is a direct result of buying in quantity because a price of larger quantities of items is always going to be lower. When you buy something in bulk it is inevitably cheaper, and this allows the communication between the two businesses to discuss the quantity need and the prices available at that quantity. This relates directly to how the communication will go because businesses who are selling to other businesses want to keep them as customers because they are guaranteed to provide them with a longer and more profitable commitment.
Relationships vary from business-to-business sales and selling to the individual. Many business-to-business sales occur through a relationship where both businesses have worked with each other and develop a long lasting business relationship. In individual sales this is less often the case. Most individual sales do not develop such a strong relationship because they are not working with each other on a constant basis.
Marketing is another aspect of business-to-business communication that is different from the communication that occurs when a business sells to an individual. Marketing is something that is used widely in individual sales because it draws customers in; there is also marketing with business-to-business sales, but it is at a more focused group than individual sales.
Selling to an individual is different than business-to-business sales in many ways. Pricing is maximized or minimized depending on the customers. Relationships are different because of the commitment and time put into the sales communications. Marketing is different because in business-to-business sales there is a smaller group to focus on. Quantity is another aspect to consider because a business will often buy in large quantities on a regular basis, and individuals buy sporadically or as a needed basis. Individual sales and business-to-business sales communications vary, and it is important to understand the differences between them.