The selling mode
An organization's selling mode is based on the category of its customers: businesses or individual consumers. Pega Sales Automation™ supports the following selling modes:
- Business-to-business (B2B)
- Business-to-consumer (B2C)
- Mixed mode (B2B & B2C)
You define the selling mode in the New Application wizard during the creation of a sales automation application, but it can be changed by sales operations on Administration > SA – Toggle Settings > Selling mode.
If you choose Mixed mode (B2B & B2C), the Business accounts, Household accounts, and Consumer accounts tabs are available.
Additionally, both Business and Individual Opportunities, as well as Business and Individual Leads tabs are available.
The selling mode setting enables appropriate application features and data models. For example, with B2B, you can manage organizations, and with B2C, you can manage the households.
Business-to-business (B2B)
A business-to-business (B2B) sale occurs when a business sells to another business. In a B2B scenario, the customer is an organization. Contacts are connected to the organization that the contacts represent. An organization can have multiple contacts.
Business-to-consumer (B2C)
A business-to-consumer (B2C) sale occurs when a business sells to a consumer. For a B2C sale to an individual, the lead and opportunity are associated with the contact.
You can connect a related group of customers, such as family members, by using the Household entity. Household groupings make it easier to view contacts that have a connection to a sale, such as a family purchasing homeowners' insurance.
Mixed mode (B2B & B2C)
This mode is for organizations selling to both businesses and individuals.
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