In B2B, even the best products can go unnoticed if they are not properly showcased. To trigger purchases and retain your distributor clients, your products must be visible and attractive, both on digital platforms and in physical stores.
A neat presentation and effective merchandising directly influence the purchasing experience. In-store, a poorly displayed product or one forgotten on a shelf may fail to catch the attention of end customers and slow down sales. Online, a product poorly illustrated in a digital catalog can be harder for buyers to find and reduce the impact of your offers in favor of competitors.
Thus, showcasing your products benefits both your brand and your distributor clients: well-presented products sell better and are therefore more likely to be reordered.
This is precisely where B2B digital tools for sales teams play a key role. In the field, a mobile SFA application becomes the foundation of an effective product showcasing strategy: it supports sales reps during their visits, helps them present your products in an impactful way, and structures the information they collect. At a distance, a B2B e-commerce site takes over, maintaining product visibility and ensuring continuity in commercial activity.
1. The Mobile SFA App : The foundation for promoting your products in the field
In the field, sales reps are the first ambassadors of your brand. To help them present, highlight, and track your products effectively, a mobile SFA app brings together several complementary tools designed for B2B sales.
The digital catalog : Showcase your products attractively and interactively
One of the major advantages for field sales reps is having an interactive digital catalog on their tablet. This catalog offers several benefits:
- A wide variety of high-quality visuals : high-resolution photos of your items with zoom on details, 360° views, lifestyle or worn shots, immersive videos… everything is there to bring your products to life and captivate your buyers. You can easily share your brand universe with them and present products attractively.
- An interactive sales support during visits : sales reps can show your products to clients in real situations, compare references, and answer questions instantly.
- Sales personalization : the digital catalog allows you to highlight specific items or promotions tailored to each client based on their history and needs.
Thus, the digital catalog becomes a powerful sales tool, helping your sales reps showcase your products while saving time and increasing the impact of their visits.
The Schedule : A dashboard to strategically manage sales and highlight the right product.
Beyond presentation, showcasing also depends on the relevance of the advice.
The Schedule, included in the Quickorder mobile SFA app, provides sales reps with an immediate view of each client’s purchasing habits.
At a glance, they can visualize :
- products usually ordered,
- volumes and their changes throughout the year,
- purchase frequency,
- products not ordered for a certain period.
This data facilitates personalized advice and allows them to adapt their commercial pitch, better highlighting the most strategic products, both in the digital catalog and in the physical store.
The Biography Datasheet (Bio datasheet) : Enriched customer profiles through field feedback
While the digital catalog showcases products during sales, the Bio Datasheet allows capturing key information in the field, turning each sales visit into valuable data.
Thanks to the Bio Datasheet module of the mobile SFA app, your sales reps can enrich client information directly from the field:
- Visual feedback : adding photos of shop windows, corners, or shelves to keep a visual record of the actual product placement during each visit.
- Qualitative comments and observations : notes on merchandising organization, product visibility and potential areas for improvement.
- Competitor tracking : information on the presence and promotion of competing brands to adjust the sales strategy.
- Precise visit history : dates, detailed interactions, photos, and personalized comments : everything is centralized in the CRM for regular follow-up and future action planning.
This information allows brands to obtain a complete and reliable view of how their products are showcased in each store, better analyze performance, guide their commercial strategy, and help distributor clients optimize their merchandising.
2. The B2B Platform: An excellent way to maintain product visibility remotely
Even with a highly active sales force in the field, it is not always possible to visit all clients as frequently as desired: scheduling constraints, geographic distance, busy periods, or simply the need for rapid replenishment… the commercial relationship cannot always rely solely on physical visits.
In this context, a B2B e-commerce platform plays a key role as a continuity channel. It extends the showcasing of your products beyond the field visit, giving distributors permanent access to your items: detailed product sheets, quality visuals, inspiring staging, recommendations, or product selections. Your clients can access your products at any time. The platform acts as a complementary sales channel and ensures your brand enjoys increased visibility and accessibility for its products.
For your sales reps, the platform becomes a natural extension of their commercial action. Through a dedicated account, they access their client portfolio and can support them remotely in their orders, guide their choices through personalized suggestions, and remain present even when a visit is not possible.
By combining the mobile SFA application in the field with a B2B e-commerce site remotely, brands ensure continuous, consistent, and omnichannel product showcasing. The channels complement and reinforce each other, helping secure sales and maintain active commercial relationships at all times.
3. A global approach to sustainably manage product showcasing
Ensuring your products are well showcased no longer relies on a one-time action or a single sales channel. It is now a continuous process that combines field presence, digital tools, and intelligent data use.
By centralizing field information collected during sales visits and offering clients complementary online access to products, B2B brands move from a reactive logic to a managed approach. They no longer just observe sales levels: they anticipate, adjust, and optimize product showcasing and commercial follow-up, better supporting their distributor clients.
This global approach allows brands to identify which stores need support, quickly detect opportunities and areas for improvement, and ensure products remain attractive and well-presented, both in-store and online.
Product showcasing thus becomes a strategic lever, shared between sales teams and management, to boost sales and strengthen client loyalty.
See also
How to create a B2B digital catalog with optimized product sheets ?
