Death of a (traveling) salesman: Why inside and online sales now rule B2B transactions

The age of the traveling salesman may be coming to an end. There was a time when vendors would send out their personnel to different people and companies to sell their products and services. But, as gas prices continued to rise, technology advanced to a point where effective communication could take place from extended distances. People didn't have to travel to talk to someone from far away. Now, it's more practical to make sales and accept payments remotely.

An article in Customer Think looks at the current trends in B2B sales and places the shift from outside to inside at the top of the list. Matt Heinz, the author of the article, says that while this change does have a lot to do with money-saving motives on the corporate side, it's also done to accommodate the customer.

"Most assume it's an internal, cost-driven decision. But the primary driver of this shift is actually the buyer," Heinz writes. "They're busier than ever, appreciate long-term relationship building vs. in-the-office pitches, and are just fine making complex purchase decisions remotely."

As this blog has stated in the past, businesses are becoming increasingly comfortable with making company procurements from the comfort of their own homes, whether they are using laptops, smartphones or tablets. Many vendors are accepting more eCommerce payments as a result and salesmen don't have to travel to deliver items or process p card payments.

These developments increasethe importance of obtaining payment solutions designed to process B2B payments. Companies need to ensure they can accept payments with level 3 data including line item detail. If sales are conducted inside the office, these solutions will need to exist in the local system. Working with a B2B payments provider can help vendors acquire the right solutions to fit their needs.

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