There are time-tested methods of selling to corporate clients. It is important to determine the right channel of interaction and choose the necessary approach to the potential consumer.
Passive sales
This type of sales can account for about half of the total, provided that the brand has established itself on the market and has a fairly large loyal audience. This practice has developed among large European companies. Customer requests are processed on a dedicated telephone line. Calls are answered by passive sales specialists. The salary of such managers differs significantly from the salary of their colleagues who search for clients and send out commercial offers.
The fundamental difference between these approaches is that with passive sales, customers are already interested in purchasing a product or service, and they do not need to be motivated. It is enough to process the application and arrange delivery and payment.
Companies that receive self employed database such a significant share of profit from passive sales may not use pricing policy as the main tool of competitive struggle, but pay more attention to the development of additional areas and improving the quality of goods. And also allow themselves to reduce the costs of organizing direct sales, focusing on the quality of processing telephone and Internet orders.
Passive sales
Corporate Sales
Many large companies have representative offices in many cities. This may be a chain of retail stores, warehouses, offices, etc. As a rule, procurement is carried out by the employees of the head office, who select a supplier for all branches at once, taking into account regional, structural and other features of the divisions. In this case, there is no point for a specialist to approach the branch manager with a proposal, since he does not make decisions regarding large-scale purchases.
In sales companies, highly professional managers with extensive experience in corporate sales are engaged in working with such large clients. In addition, they are required to be highly sociable and able to quickly go on business trips. Clients expect them to have a deep knowledge of all stages of the transaction and a comprehensive approach to the issue. Large companies value service when one contact person can solve all problems that arise.