What Does “B2B Sales Experience” Mean?

“B2B sales experience” means the job candidate must have experience selling from one business to other businesses. B2B sales experience contrasts with retail experience, also known as B2C, where the employee sells to individual consumers.

B2B sales experience differs from B2C experience in several ways. In B2B relationships, the employee often interacts with the same business contacts on a daily or weekly basis. For example, a B2B employee at a clothing manufacturer may be in regular contact with a variety of clothing store owners and retail buyers. These relationships often stretch months, years or even decades. In retail stores, consumers may be regular visitors or they might purchase one item and never visit again. Therefore, a B2B sales representative must cultivate a different set of customer relationship skills.

In B2C sales, the seller only has to convince an individual consumer to buy a product. However, a B2B employee must demonstrate why his company’s product benefits the other business. For example, with selling clothing, a B2B employee must point to facts and figures to show the purchasing company its potential for profit. A B2B sales representative for a clothing manufacturer concerns himself with numbers, supply, profits and large-scale orders while a B2C clothing sales representative focuses more on a single consumer’s style preferences and the fit of the clothing.