A AUTOMAÇÃO COMERCIAL B2B COMO CANAL DE NEGÓCIOS PARA A CADEIA DE ABASTECIMENTO E O PAPEL DO VENDEDOR

Abstract

BÍCEGO, H. D. The B2B business model as a sales channel for industries, distributors, wholesalers and retailers. 03.2019. Research Project (Master in Professional Management) - Graduate program Stricto Sensu, Centro Universitário Alves Farias, Goiânia, 2019. This study aims to evaluate the benefits and the negative points that the deployment of B2B software used to automate the buying and selling process along with the performance of the seller can bring to the supply chain. When it comes to the sales model adopted by industries, wholesalers and distributors, it is observed a common method used by most of these entrepreneurs, which is the role of the seller who moves to his final customer with a block of orders or supported by some mobile device (tablet, smartphone, palm-top) where it is attended by a buyer who will negotiate the needs of products that need to acquire at that moment, thus finalizing its sale. But these negotiations often become lengthy, creating queues of salesmen from several different vendors waiting to be served, often unattended. So it was done a case study at a food distributor whose main objective was to evaluate the benefits and the negative points that the implementation of B2B software used to automate the buying and selling process can bring to her and her retail customers. After analyzing the results, it was possible to observe that with the implementation of this new business channel, the distributor was able to serve a larger number of customers with greater speed, and that in a general way its customers started to have a greater autonomy in making their purchase orders according to their demands, without the constant dependence of the seller.