Sales Representative Recommends for B2B e-Commerce

sales rep recs stylesheetB2B e-Commerce is typically thought to be impersonal because it is selling to businesses and organizations instead of individuals. It’s a straightforward and direct approach to selling, but the customer can feel removed from the process. With advances in technology, there is a growing need to target specific customers and focus on improving the customer experience. B2B e-Commerce needs to take another approach. People are behind the companies and they require a more personalized warm approach, especially with customer accounts and customer relationship management. One of the features that can help business account managers develop better relationships with their clients is Sales Representative Recommendations.

Difference Between Approaching B2B vs B2C Customers

The decision making process is a lot longer for B2B customers and often involves more than one person. There are different levels of management and approvers and each look for specific things before purchasing. The volume of sales is a lot higher as a company will buy thousands of t-shirts to resell vs a B2C customer buying for personal use. There tends to be more loyalty because of the relationship built over time. When the business is conducted online, there are B2B specific features that can facilitate this and adapt to the nuances of your customized ERP. The goal for B2B e-Commerce is to streamline the sales process and help make it personal but still efficient.

How do sales representative recommendations work?

Upon logging in to their account, customers are greeted with a welcome page and product recommendations. The welcome message is managed in Nav-to-Net™ with document management specific to each customer, allowing for personalized messages like VIP discounts or location-specific promotions.

Sales representative recommendations allow the account manager to personally select items that they think would work for the individual customer. It builds upon customer knowledge when they recommend new updates they’d be interested in, reminding them of products they may be running low on, and more.

See this video to see how it works in Nav-to-Net™. It’s  integrated tightly with your products in NAV and allows you to be as specific as you like with each customer.

For more information, see our B2B brochure and feature guide.

Request a demo if you would like to see more.

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