Question

Describe and analyse the seven direct and indirect sales channels that access the B2B markets.

The sales management function is described as "broad and extensive". What are the processes and activities that justify that description?

How have B2B sales strategies been influenced by global competition?

Answer 1

B2B direct and indirect sales channels

Business to business direct sales channel includes selling directly from manufacturer to distributor or another company that purchases products in bulk. This direct sales channel is widely used in B2B business. Another way to sell products directly is selling through online website to business customers. Business customers find it relatively convenient to place order online. Direct selling is another way B2B sales takes place. An organization sends sales representatives to business customers and sells products. Another preferred way of selling to business customers is through physical store as business customers visit to these stores and purchase products in bulk. B2B sale also takes place through email marketing. Email marketing directly sent to business customers is a preferred option for companies. Direct sales approach includes using mobile apps. Through mobile apps, business customer companies can place orders. Indirect sales channels used in B2B market are appointing agents to sell products, building affiliate network and appointing resellers. In these ways, B2B sale takes place.

Management functions as broad and extensive

Processes and activities justifying broad and extensive management functions are elaborated. Planning is process that manages crisis and reduces threats. Planning is thus identified as broad activity that includes strategic thinking, planning about promotion of products, etc. the second management function is organizing that is also brand because a manager identifies resources required to perform a task and allocate resources to employees. This makes organizing function a broad function. Leading is obviously a very important function that motivates employees and drive business activities of the organization. Delegation of power and developing skills of employees are considered by leading function. Similarly, controlling function is also a broad function as it requires strong communication skills, supervisory efficiency, and establishing control mechanism. Thus, management functions are identified broad and influential.

Globalization impact on B2B strategies

Globalization impact on B2B strategies reflect that now companies consider broader target market because the world is shrinking in technological advancement. B2B strategies need to consider specific values and needs of target audience in globalized economy. In the globalized economy, B2B strategies need to consider cultural differences as well to provide customized offerings. Marketing content and techniques are also required to be tailor-made according to market. These considerations shape B2B strategies