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 > Configurations > Selling mode.
If you select B2C or B2B & B2C, you have the additional option of enabling the household feature Administration > Configurations > Toggle Settings > Enable households.
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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