Shadow 2
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Business to Business Shadow
One of the trends in the business sector is business to business processes. This entails ways in which a business sells its products to other companies. It involves transactions such as one where a manufacturer sells products to a retailing company. To learn more about this topic and gain experience, there was need to make a conversation with prominent business salespersons who enlightened more on what they do to achieve Business to Business (B2B) transactions. In a planned sales call, a real-life experience of B2B was achieved through associating with Matt Walker and Travis Newman whom work for AT&T Inc.
Information on the types of products, the customer companies and even policies which they implore to ensure that the business is a success was discussed. First hand valuable information was obtained from Matt Walker who is a Retail Sales Consultant at AT&T Inc. In his job, Matt is responsible for consultation on sales troubleshooting for other companies, delivering efficient sales systems to different customers and also ensuring successful retail of products for the branch’s consumers.
Travis Newman being the executive for Clan Solutions, which he deals in delivering services to other companies hence the concept of B2B. together with his team, Travis supplies various ordered products to different companies including services such as Wi-Fi extension services to companies. Target customers for the various businesses that I visited vary. Ranging from families and family businesses to both small scale companies and even big organizational. In B2B transactions the business ceases to be consumer oriented.
Travis and Matt run the company which offer a range of services to other businesses and direct customers who are targeted for retail sale. Sales managers and sales persons have an experience in even dealing as intermediaries for goods and services before the reach the final consumers. Ranging from offering services in the entertainment sector, distribution of electronics and electrical appliances such as phones, providing network security and distributing security cameras. These are important products which are in high demand at all times because despite the wide market that they cover to distribute, they are mandatory products for any business. Meaning, they move faster to the retailers and finally to the final consumer. This is the goal of every salesman and the company seem to have maximized the opportunity available in that sector.
A team of skilled personnel is what every sales manager and each company need to have. The same is practiced by AT&T company of interest in our discussion. Travis and Matt go for nothing but the best when it is in terms of employees which they hire to do sales and represent their companies in business transactions with other companies. On the same effect, training is offered to new employees for one month before they start handling affairs of the company. In the event of interns, a five to ten months training is a requirement before one is absorbed in the company. This helps improve the skills of the employees so that they can be able to deliver up to the expectations of the managers.
Interpersonal skills is one off the success indicators for a sales person. One must know how to be a patient person and deal humbly with clients. Also, employees who are oriented on the timelines for doing business are always an added advantage for the company when conducting business to business transactions. In the sales sectors, a friendly, skilled person conveys an added advantage for the business when serving customers and also among other transactions.
To attract more customers, there are various methods of product promotion which were employed by AT&T Inc. They had their pros and cons. Methods such as buy one get one free, discounts upon purchasing products past a stated number. Discounts on buying products on wholesale. The advantages implored by these means of product promotion include the fact that many customers will come to buy if prices are reduced. Yet the products will be bought in large numbers hence sales will rise. However, this will make the company to incur losses no matter how small they are. This leads to reduction in revenue because of the discrepancies due to discounts. This comes in despite the large amount of capital that is needed for the companies to efficiently run their services.
Sales services depend much on communication, in this effect, formal communications executed during meetings, business transactions. On the other hand, non-verbal communication plays a role in emphasizing the message. This may include smiling in meetings and even exchanging handshakes upon agreeing on a deal. On the same, handling of clients is important that they specify the products they want, in case of any objections, the matter is talked over.
Even the buyers are satisfied in the level of professionalism with which they are handled by the companies. The personalities of the people they meet to do business with on behalf of their companies is compelling.
In conclusion, business to business transactions have been a revolution in the entrepreneurship sector. This provides means in which companies can trade within each other and products will reach to the final consumer. In the shadowing process for the AT&T company, so much was learned about the sales market and even some of the principles driving successful sales.