Selling to Different Types of Businesses

Abstract

The purpose of this senior individualized project is to analyze the proper way to sell to various types of businesses and the tools necessary to do so effectively. In the following paper, I will explain my summer experience, and the most advantageous way I found to sell to these various businesses. Early in the summer it became apparent that the . market was broken down in to three main categories of businesses; small businesses, corporate businesses, and franchise businesses. Each of these businesses are unique in their operation, processes and procedures and thus, how they choose to advertise. Each business category had a different approach that best suited the situation when trying to make a sale. I found that within these types of businesses I encountered variances between different owner's business practices. At the end of summer, I came to realize that you can generalize a business by its structure to a certain point, and after that point, you must be able to adjust your approach to respond to distinctions between owners, managers and financial situations as they are encountered. Being able to close a sale relies upon both your preparation and your ability to respond to the objections, which the potential customers present.