The Characteristics of Business-to-Business (B2B) Markets

The section will cover the differences between Business-to-Business (B2B) Markets and Business to Consumers (B2C) Markets. B2B markets differ from B2C marketing in a number of ways:

1. Number of products sold - B2B sales dwarf B2C sales.
2. Business products are more complex and often are tailored to fit the needs of individual business buyers.
3. The buying dynamics within the organization can be quite complex, with many people involved in the buying process.
4. B2B sales take longer because the buying process is more complex and the product's price is usually much higher.
5. There is more personal selling in B2B marketing.

 

 

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