What Are B2C Sales? Everything You Need To Know!

You might be familiar with the term "B2B sales," but what about "B2C sales," or "business-to-consumer" sales?

B2C sales are transactions between a company and an individual consumer. In other words, it's the process of selling products or services to people who will use them for personal, rather than business, purposes.

Chances are, you encounter a B2C sales situation every day! If you visit a grocery store, you’re engaging in a B2C sale. Online marketplaces also provide B2C service. Purchasing a car, visiting the bank, grabbing a bite at your favorite restaurant, visiting the gym… you’ve likely interacted in some way with someone who makes sales this way.

So what makes this kind of sale tick?

The Wide World of B2C Sales

A classic example of a business-to-consumer sales operation is a brick-and-mortar retail store, where customers visit a physical location to make a purchase. But with digital sales establishing itself as a preferred method of buying, there are more ways than ever to add to cart”:

• Direct sellers: Selling directly through your brand or manufacturer’s website
• Online intermediaries: Selling on a third-party platform like Amazon or Etsy
• Advertising-based: Selling through an ad on a website that offers free content
• Community-based: Selling via targeted ads on social media, forums and other interest groups
• Fee-based: Selling access to content or services through a subscription or regular fee

As you can see, there’s no one-size-fits-all in B2C sales – and as a sales rep, you’ll likely encounter a mix (or all) of these different kinds of approaches!

B2B and B2C Sales: Not The Same Thing

While B2B and B2C sales may seem similar at first glance (after all, they both involve making connections, selling products and services, negotiating deals, and earning money for your organization), there are a few key differences to note.

B2C sales often have a quick sales cycle, meaning sales can take minutes. On the other hand, B2B sales can take weeks, months or even years thanks to the number of people involved and the purchase process of the organization.

B2C buyers may also be less price-sensitive than their B2B counterparts that are beholden to the bottom line. Luxury B2C shoppers may not blink at a high price tag, while B2B buyers will ask what the return on investment will be 10 years down the line.

B2C sales tend to happen one-on-one, allowing you to establish a direct relationship with the end user. B2B sales, on the other hand, typically involve many different people within an organization (part of the reason they can take longer to close).

B2C buyers have different motivations, too. Whereas a business may prioritize quality control, waste reduction and potential cost savings, B2C buyers are as varied as, well, people! Part of the fun in a B2C sales job is sussing out what that why” looks like for each customer.

B2C salespeople can expect to deal with a high volume of potential and returning customers on a daily basis. B2B reps can expect to spend their time nurturing relationships with a smaller portfolio of dedicated accounts.

What Makes B2B Sales Different than B2C Sales? Find Out First-Hand.

Whether you're selling products or services to other businesses or directly to consumers, understanding both sides can help you pinpoint your perfect sales role!

While there are some similarities between B2B and B2C approaches —like being a good listener and understanding customer needs—there are also several key distinctions that set these two types of sales apart.

If you’re thinking of exploring the possibilities B2B sales can offer, or want a taste of how the B2B world is different than B2C selling, our 4-Week and 12-Week Tech Sales Foundations Courses are a great place to start! You’ll learn everything you need to know to work towards a successful career in sales.

Ready to see what sales has to offer? Download our Career Success Catalog and learn something new to help you on your journey.