Sales which occur between businesses, rather than between a business and customer

Allows consumers to directly buy goods or services from a seller over the Internet using a web browser or a mobile app. Also know as e-commerce

Understand the product

Know potential customers

Research company goals and sales objectives

Evaluate competitors

Analyze sales trends

Gather sales leads or sales lists

Obtain customer loyalty

Increase market share

Enhance product image or reputation

Increasing popularity of technology and online sales

Decreasing brand loyalty

Changing organizational and business structures

Intense involvement and extensive prior research

Used when a customer has little or no experience with a product

Used for expensive products

Moderate involvement and some prior research

Used to buy products which have been previously purchased, but not on a regular basis

Product info is essential

Little to no involvement and no prior research

Used when little info is needed, product is inexpensive, and item is used frequently

Potential or prospective customers

Can be obtained from:

Marketing research companies

Commercial lists

Customer referrals

How can you analyze sales trends?

What one is a rationale decision motive?

Which one is an emotional motive?