Post by account_disabled on Feb 27, 2024 22:05:07 GMT -8
The purchasing process in the company In communication , it is customary to treat the message intended for an end user and the message addressed to a company differently. This difference is adopted because the end user's purchasing process ( B2C , Business To Consumer , i.e. the sale to the final consumer ) follows logics that are partly different from what happens in the company ( B2B , Business to Business , i.e. the sale to companies ), where decisions generally have more of a collective character and where the emotional aspect in the purchasing process has less importance . In fact, while a purchase made by the end user is influenced by various factors, such as the emotional component.
Impulse or simple harmony towards the seller, these components play a secondary and less decisive role - although still present - in the purchasing decision in a company . Why is this process different within a corporate reality ? This need to make communication different between the Business Norway Phone Number to Consumer ( B2C ) and Business to Business ( B2B ) sectors derives from the fact that the subjects involved in a purchasing decision (also called decision makers ) often have roles different and belong to different departments. Request a personalized consultation CONTACT US How a company positions itself in B2B communication The purchasing center in companies: intercepting decision makers Purchasing process in the company Purchasing process in the company Within a company, there is not just one selling proposition (also called USP , Unique Selling Proposition ) there are many .
As many as there are subjects involved in the purchasing decision . And since there are many subjects involved, sales communication cannot be the same for everyone because each subject , each department , each role will look at the decision from their own point of view. For example, the ownership and management will be more attentive to the aspect of cost efficiency (saving in the production process, or in the development of the service, obtaining the same result or a better result), the purchasing department will look at the cost/ benefits , whoever has to use the product or service to be purchased will favor ease of use . It is therefore unthinkable to send a single communication to all these subjects, because it would be like speaking the same language with people of different nationalities.
Impulse or simple harmony towards the seller, these components play a secondary and less decisive role - although still present - in the purchasing decision in a company . Why is this process different within a corporate reality ? This need to make communication different between the Business Norway Phone Number to Consumer ( B2C ) and Business to Business ( B2B ) sectors derives from the fact that the subjects involved in a purchasing decision (also called decision makers ) often have roles different and belong to different departments. Request a personalized consultation CONTACT US How a company positions itself in B2B communication The purchasing center in companies: intercepting decision makers Purchasing process in the company Purchasing process in the company Within a company, there is not just one selling proposition (also called USP , Unique Selling Proposition ) there are many .
As many as there are subjects involved in the purchasing decision . And since there are many subjects involved, sales communication cannot be the same for everyone because each subject , each department , each role will look at the decision from their own point of view. For example, the ownership and management will be more attentive to the aspect of cost efficiency (saving in the production process, or in the development of the service, obtaining the same result or a better result), the purchasing department will look at the cost/ benefits , whoever has to use the product or service to be purchased will favor ease of use . It is therefore unthinkable to send a single communication to all these subjects, because it would be like speaking the same language with people of different nationalities.