{"id":14201,"date":"2022-09-19T10:30:00","date_gmt":"2022-09-19T09:30:00","guid":{"rendered":"https:\/\/inboundcph.dk\/b2b-salg\/"},"modified":"2024-04-25T04:58:01","modified_gmt":"2024-04-25T03:58:01","slug":"b2b-forsaljning","status":"publish","type":"post","link":"https:\/\/inboundcph.dk\/sv\/b2b-salg\/","title":{"rendered":"B2B-f\u00f6rs\u00e4ljning"},"content":{"rendered":"

Vad \u00e4r B2B-f\u00f6rs\u00e4ljning?<\/h2>\n

F\u00f6rst \u00e4r det viktigt att f\u00f6rst\u00e5 vad B2B-f\u00f6rs\u00e4ljning egentligen \u00e4r? Hur skiljer det sig fr\u00e5n B2C<\/a>? Hur ser processen bakom en B2B-f\u00f6rs\u00e4ljning ut och hur g\u00f6r du en framg\u00e5ngsrik B2B-f\u00f6rs\u00e4ljning?<\/p>\n

I sin grundform \u00e4r en B2B-f\u00f6rs\u00e4ljning en transaktion mellan tv\u00e5 f\u00f6retag. Det inneb\u00e4r att ett f\u00f6retag k\u00f6per en produkt fr\u00e5n ett annat f\u00f6retag, som sedan betalar f\u00f6r den. Detta kallas ocks\u00e5 f\u00f6r ett \"handelsk\u00f6p\".<\/p>\n

Det kan vara fysiska produkter, till exempel en grossist som s\u00e4ljer matvaror till en livsmedelsbutik. En fysisk B2B-f\u00f6rs\u00e4ljning \u00e4r ofta avsedd f\u00f6r direkt \u00e5terf\u00f6rs\u00e4ljning till privatkunder eller f\u00f6r vidare produktion. B2B-f\u00f6rs\u00e4ljning kan ocks\u00e5 ske i digital form, till exempel n\u00e4r ett teknikf\u00f6retag s\u00e4ljer programvara till en n\u00e4tbutik.<\/p>\n

Numera best\u00e5r B2B-f\u00f6rs\u00e4ljning ocks\u00e5 ofta av en tj\u00e4nst d\u00e4r produkten som s\u00e4ljs \u00e4r expertkunskap, r\u00e5d eller konsultation. Ett exempel p\u00e5 detta kan vara en digital marknadsf\u00f6ringsbyr\u00e5 som anlitas av en webbshop<\/a> f\u00f6r att driva mer trafik och \u00f6ka int\u00e4kterna.<\/p>\n

\n

Skillnaden mellan B2B och B2C<\/h2>\n

B2B skiljer sig mycket fr\u00e5n B2C. Det senare st\u00e5r f\u00f6r business-to-consumer. Det kallas ocks\u00e5 f\u00f6r \"konsumentk\u00f6p\". Konsumenter \u00e4r oftast privatpersoner, men det kan ocks\u00e5 vara f\u00f6reningar eller liknande organisationer. I det h\u00e4r sammanhanget kan en konsument definieras som en kund som inte har f\u00f6r avsikt att s\u00e4lja produkten vidare.<\/p>\n

Det klassiska exemplet \u00e4r en kl\u00e4dbutik, l\u00e5t oss ta H&M, som s\u00e4ljer sina varor direkt till privatkunder. Detta \u00e4r en B2C-f\u00f6rs\u00e4ljning. Tillverkaren som H&M k\u00f6pte kl\u00e4derna av fr\u00e5n f\u00f6rsta b\u00f6rjan \u00e4r dock ett f\u00f6retag och d\u00e4rf\u00f6r var denna transaktion B2B.<\/p>\n

Det finns n\u00e5gra mycket specifika skillnader mellan B2B och B2C som \u00e4r viktiga att h\u00e5lla i minnet.<\/p>\n

    \n
  • Priset \u00e4r mer flytande.<\/strong> \u00c4ven om en slutkonsument vanligtvis inte har m\u00f6jlighet att f\u00f6rhandla om priset, accepterar de ofta det beg\u00e4rda priset f\u00f6r en produkt. N\u00e4r det g\u00e4ller B2B-f\u00f6rs\u00e4ljning \u00e4r priset p\u00e5 en vara eller produkt mycket mer f\u00f6rhandlingsbart. Till exempel kommer enhetspriset att minska ju st\u00f6rre ordern \u00e4r, vilket kallas volymrabatt. Priset \u00e4r ocks\u00e5 generellt sett mer f\u00f6rhandlingsbart vid B2B-f\u00f6rs\u00e4ljning, och produktionskostnaden kan ocks\u00e5 variera, vilket p\u00e5verkar priset.<\/li>\n
  • Det finns flera parter som \u00e4r involverade med k\u00f6paren.<\/strong> Om ett f\u00f6retag s\u00e4ljer till ett annat f\u00f6retag m\u00e5ste det k\u00f6pande f\u00f6retaget vanligtvis f\u00e5 godk\u00e4nnande fr\u00e5n flera parter. St\u00f6rre f\u00f6retag har till exempel en ledningsgrupp, en ekonomiavdelning och en finansdirekt\u00f6r som alla har n\u00e5got att s\u00e4ga till om.<\/li>\n
  • En B2B-f\u00f6rs\u00e4ljning tar l\u00e4ngre tid.<\/strong> \u00c5terigen \u00e4r B2B-f\u00f6rs\u00e4ljning n\u00e5got mer komplicerad \u00e4n B2C. Det finns inga impulsk\u00f6p n\u00e4r det g\u00e4ller B2B. P\u00e5 grund av de m\u00e5nga olika variablerna kan f\u00f6rhandlingarna l\u00e4tt dra ut p\u00e5 tiden. Det \u00e4r inte ovanligt att det tar m\u00e5nader att slutf\u00f6ra en f\u00f6rs\u00e4ljning.<\/li>\n
  • Betalning sker ofta senare.<\/strong> Medan en f\u00f6rs\u00e4ljning till en konsument vanligtvis inneb\u00e4r en f\u00f6rskottsbetalning som f\u00f6ljs av en \u00f6verf\u00f6ring av produkten, \u00e4r det ofta tv\u00e4rtom vid en B2B-f\u00f6rs\u00e4ljning. Med andra ord \u00f6verf\u00f6r kunden f\u00f6rst beloppet och sedan efter<\/em> produkten \u00e4r mottagen. Om produkten \u00e4r en tj\u00e4nst, t.ex. l\u00f6pande konsultation, sker betalning i efterskott m\u00e5nads- eller kvartalsvis.<\/li>\n<\/ul>\n
    \n

    3 tips f\u00f6r B2B-f\u00f6rs\u00e4ljning online<\/h2>\n

    Det \u00e4r f\u00f6rmodligen ingen \u00f6verraskning att B2B-f\u00f6rs\u00e4ljningen online \u00f6kar och har gjort det under det senaste \u00e5ret. Precis som inom all handel sker allt mer av B2B-f\u00f6rs\u00e4ljningen online i dag, vilket har underl\u00e4ttats av coronapandemin. Det \u00e4r d\u00e4rf\u00f6r ett viktigt omr\u00e5de att s\u00e4tta sig in i. B2B-f\u00f6rs\u00e4ljning p\u00e5 n\u00e4tet kallas ocks\u00e5 f\u00f6r B2B-e-handel.<\/p>\n

    \u00c4ven om du driver ett f\u00f6retag med en fysisk produkt \u00e4r din onlinen\u00e4rvaro avg\u00f6rande f\u00f6r ditt resultat. F\u00f6r oavsett vad du s\u00e4ljer kan du vara s\u00e4ker p\u00e5 att dina konkurrenter \u00e4r online eller p\u00e5 god v\u00e4g att bli det. H\u00e4r \u00e4r tre konkreta tips f\u00f6r att f\u00e5 B2B-f\u00f6rs\u00e4ljning online p\u00e5 r\u00e4tt sp\u00e5r.<\/p>\n

      \n
    1. T\u00e4nk omnikanal.<\/strong> Begreppet \"omnichannel\" betyder att vara n\u00e4rvarande eller tillg\u00e4nglig \u00f6verallt. Som B2B-f\u00f6retag b\u00f6r du se till att ge dina kunder en str\u00f6mlinjeformad upplevelse n\u00e4r de \u00e4r i kontakt med dig. Det inneb\u00e4r att du har m\u00e5nga kanaler f\u00f6r dem att kommunicera med dig, och att de f\u00e5r samma varma v\u00e4lkomnande oavsett vilken kanal de f\u00f6redrar.<\/li>\n
    2. T\u00e4nk som Google.<\/strong> T\u00e4nk alltid p\u00e5 vad dina kunder vill ha, hur de vill ha det och exakt vad de f\u00f6rv\u00e4ntar sig av dig. Med andra ord, behandla din kund som en konsument. \u00c4ven om du \u00e4r ute och handlar med<\/em> ett f\u00f6retag som<\/em> ett f\u00f6retag, och \u00e4ven om processen kan vara l\u00e5ng och sv\u00e5rnavigerad handlar all handel i slut\u00e4ndan om m\u00e4nniskorna bakom den.<\/li>\n
    3. Ha en stark sparringpartner bakom dig.<\/strong> B2B-f\u00f6rs\u00e4ljning online \u00e4r fortfarande ett nytt omr\u00e5de som st\u00e4ndigt utvecklas. Detta inneb\u00e4r att det finns mycket f\u00f6rs\u00f6k och misstag bland akt\u00f6rerna. Det l\u00f6nar sig ofta att hitta en kompetent B2B-byr\u00e5 som kan bevaka dina intressen och ge dig ett f\u00f6rspr\u00e5ng p\u00e5 marknaden.<\/li>\n<\/ol>\n
      \n

      Regler f\u00f6r B2B-f\u00f6rs\u00e4ljning<\/h2>\n

      Det \u00e4r inte samma regler som g\u00e4ller f\u00f6r B2B-f\u00f6rs\u00e4ljning som f\u00f6r ett vanligt konsumentk\u00f6p (B2C). Faktum \u00e4r att k\u00f6plagen \u00e4r n\u00e5got str\u00e4ngare f\u00f6r B2C, just f\u00f6r att skydda konsumenten.<\/p>\n

      Vid B2B-f\u00f6rs\u00e4ljning har parterna i allm\u00e4nhet avtalsfrihet. Det inneb\u00e4r att tv\u00e5 f\u00f6retag kan uppr\u00e4tta ett avtal som beskriver villkor som leveranstid och plats samt rabatter vid fel eller brister. Reglerna f\u00f6r B2B-f\u00f6rs\u00e4ljning \u00e4r d\u00e4rf\u00f6r mer fria, men ocks\u00e5 mindre skyddande f\u00f6r den k\u00f6pande parten.<\/p>\n

      Om det inte finns n\u00e5got bindande avtal eller om avtalet \u00e4r ofullst\u00e4ndigt, kommer en B2B-transaktion att falla tillbaka p\u00e5 reglerna i k\u00f6plagen. Det ligger d\u00e4rf\u00f6r i b\u00e5de k\u00f6parens och s\u00e4ljarens intresse att ha ett detaljerat avtal vid B2B-f\u00f6rs\u00e4ljning, och det kan till och med vara bra att \u00f6verv\u00e4ga juridisk r\u00e5dgivning om det \u00e4r en stor eller komplicerad order. Annars finns det mallar f\u00f6r f\u00f6rs\u00e4ljnings- och leveransvillkor p\u00e5 n\u00e4tet som kan anv\u00e4ndas.<\/p>","protected":false},"excerpt":{"rendered":"

      Hvad er B2B-salg? F\u00f8rst er det vigtigt at forst\u00e5, hvad er B2B-salg helt pr\u00e6cist? Hvordan adskiller det sig fra B2C? Hvordan ser processen bag et B2B-salg ud, og hvordan gennemf\u00f8rer du et succesfuldt B2B-salg? I sin grundform er et B2B-salg en transaktion mellem to virksomheder. Det vil sige, at \u00e9n virksomhed k\u00f8ber et produkt af […]<\/p>\n","protected":false},"author":1,"featured_media":15042,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[65],"tags":[],"class_list":["post-14201","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-b2b_cat"],"acf":{"form":false,"post_short_description":"B2B-salg, eller business-to-business-salg, er, som navnet antyder, salg mellem to virksomheder. Her giver vi dig nogle input til, hvad et B2B-salg er, og hvordan det gode B2B-salg ser ud.","post_authors":[13364],"post_contact_section":{"post_contact_section_employee":13364,"post_contact_section_title":"Kom i dialog med os","post_contact_section_text":"Vi forst\u00e5r, at det kan v\u00e6re en stor beslutning at v\u00e6lge et bureau. Men h\u00e5nden p\u00e5 hjertet \u2013 var vi dig, s\u00e5 havde vi valgt os selv. Vores kunder kalder os Danmarks \u00e6rligste og mest n\u00e6rv\u00e6rende bureau \u2013 og hos os finder du specialister, der mestrer strategi og digital marketing. M\u00e5ske er vi ogs\u00e5 det helt rigtige bureau for dig? Kontakt os & find ud af det."}},"yoast_head":"\nB2B-salg | Gode r\u00e5d til B2B-salg \u2013 InboundCPH<\/title>\n<meta name=\"description\" content=\"B2B-salg, eller business-to-business-salg, er, som navnet antyder, salg mellem to virksomheder. 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