TARGETjobs black logo
B2B sales

Business to business sales: area of work

Business to business sales involves selling products or services to businesses rather than individual consumers.

What it involves

Selling to another business is quite different from selling to the general consumer – you need to consider the organisation’s commercial objectives and how they can best be met. You could be selling business services, financial support, IT and communications equipment, software, systems or even electricity. As such, the types of organisation you could be working for are similarly varied, from mobile phone companies to banks.

You’ll be responsible for researching and identifying sales opportunities, generating leads and maintaining relationships with existing clients. You will need to discuss and match the needs of your business customers, attend face-to-face meetings and deliver polished presentations that outline the benefits of your product or service.

You could be:

  • managing a range of ongoing business accounts
  • monitoring sales data
  • reporting back to management
  • closing the sale
  • building relationships with clients
  • delivering after-sales care.

What’s required

Communication is key in business to business sales and diplomacy, tact and confidence are needed to negotiate with key decision makers in the buying organisation. You’ll need to be comfortable working to ambitious deadlines and targets, and thrive in pressurised, competitive working environments. You’ll need solid knowledge of the sales process, as well as the commercial nous to analyse market data and identify business opportunities.

A good understanding of the world of work, including how businesses operate, will help you to make the connections between your product and the buyer’s needs. Depending on the sector you choose to go into, any technical knowledge or expertise will be beneficial, as will any customer-facing sales or retail experience.

Supported by

This describes editorially independent and objective content, written and edited by the GTI content team, with which the organisation would like to be associated and has provided some funding in order to be so. Any external contributors featuring in the article are independent from the supporter organisation and contributions are in line with our non-advertorial policy.

Advertising feature by

This describes content that has been written and edited in close collaboration with the organisation, who has funded the feature; it is advertising. We are committed to upholding our ethical values of transparency and honesty when dealing with students and feel that this is the best way not to deceive consumers of our content. The content will be written by GTI editors, but the organisation will have had input into the messaging, provided knowledge and contributors and approved the content.

In Partnership

This content has been written or sourced by AGCAS, the Association of Graduate Careers Advisory Services, and edited by TARGETjobs as part of a content partnership. AGCAS provides impartial information and guidance resources for higher education student career development and graduate employment professionals.

Top