{"id":8711,"date":"2020-11-23T18:01:36","date_gmt":"2020-11-23T17:01:36","guid":{"rendered":"https:\/\/www.sage.com\/fr-fr\/blog\/?p=8711"},"modified":"2026-02-05T14:30:37","modified_gmt":"2026-02-05T13:30:37","slug":"negoce-b2b-5-commandements-gestion-commerciale-guide","status":"publish","type":"post","link":"https:\/\/www.sage.com\/fr-fr\/blog\/negoce-b2b-5-commandements-gestion-commerciale-guide\/","title":{"rendered":"N\u00e9goce B2B : les 5 commandements d\u2019une meilleure gestion commerciale [guide]"},"content":{"rendered":"<header class=\"entry-header has-dark-background-color entry-header--has-illustration entry-header--has-illustration--generic\">\n\t<div class=\"container\">\n\t\t<div class=\"entry-header__row row align-center\">\n\t\t\t<div class=\"col col-lg-7 col-xlg-6 entry-header__content\">\n\t\t\t\t\t\t\t<div class=\"component component-single-header\">\n\t\t\t\t\t\t\t\t\t\t<div class=\"entry-header__misc text--subtitle text--uppercase text--small\">\n\t\t\t\t\t\t\t<a href=\"https:\/\/www.sage.com\/fr-fr\/blog\/categorie\/guides-et-modeles-gratuits\/\" class=\"entry-header__link\">Guides et mod\u00e8les gratuits<\/a>\t\t\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t<div class=\"entry-title-wrapper\">\n\t\t\t\t\t<h1 class=\"entry-title\">\n\t\t\t\t\t\tN\u00e9goce B2B : les 5 commandements d\u2019une meilleure gestion commerciale [guide]\t\t\t\t\t<\/h1>\n\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t<p class=\"entry-header__description\">\n\t\t\t\t\t\t\t\t\t\t\t<\/p>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t<\/div>\n\t<div class=\"single-post-details container\">\n\t\t<div class=\"col\">\n\t\t\t<span class=\"posted-on \"><time class=\"entry-date published\" datetime=\"2020-11-23T18:01:36+01:00\">novembre 23, 2020<\/time><\/span><span class=\"reading-time\"> min de lecture<\/span>\n\t\t<button\n\t\t\ttype=\"button\"\n\t\t\tclass=\"social-share-button button button--icon button--secondary js-social-share-button\"\n\t\t\tdata-share-title=\"N\u00e9goce B2B : les 5 commandements d\u2019une meilleure gestion commerciale [guide]\"\n\t\t\tdata-share-url=\"https:\/\/www.sage.com\/fr-fr\/blog\/negoce-b2b-5-commandements-gestion-commerciale-guide\/\"\n\t\t\tdata-share-text=\"Veuillez lire cet article int\u00e9ressant\"\n\t\t>\n\t\t\t<span class=\"social-share-button__share-label\">Partager<\/span>\n\t\t\t<span class=\"social-share-button__copy-label\" hidden>Copier le lien<\/span>\n\t\t\t<span class=\"social-share-button__copy-tooltip\" aria-hidden=\"true\" hidden>Copi\u00e9<\/span>\n\t\t<\/button>\n\n\t\t\t\t<\/div>\n\t<\/div>\n<\/header>\n\n\n\n<div class=\"wp-block-post-author has-dark-background-color alignfull\">\n\t<div class=\"container\">\n\t\t<div class=\"col\">\n\t\t\t\t\t\t\t<div class=\"co-authors\">\n\t\t\t\t\t\n\t\t<div class=\"entry-author-wrapper\">\n\t\t\t<a class=\"entry-author\" href=\"https:\/\/www.sage.com\/fr-fr\/blog\/author\/cedric-suire\/\">\n\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"40\" height=\"40\" src=\"https:\/\/www.sage.com\/fr-fr\/blog\/wp-content\/uploads\/sites\/4\/2018\/10\/Suire-Cedric_350x350.jpg\" class=\"entry-author__image\" alt=\"\" \/>\t\t\t\t<span class=\"entry-author__name\">C\u00e9dric Suire<\/span>\n\t\t\t<\/a>\n\n\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t<\/div>\n<\/div>\n\n\n\n<p>Comme la plupart des autres secteurs, le n\u00e9goce B2B, pouss\u00e9 par les implications de la crise sanitaire de 2020, a d\u00fb pr\u00e9cipiter son saut vers l\u2019innovation. Accusant une cha\u00eene logistique boulevers\u00e9e et un contexte r\u00e9glementaire instable sur le plan national comme international, les entreprises se sont fait alors d\u00e9passer par un environnement trop mouvant pour elles.<\/p>\n\n\n\n<p>Cependant, avec des acheteurs professionnels plus jeunes que par le pass\u00e9 (46 % ont entre 18 et 34 ans\u00b9 en 2020), la croissance exponentielle du e-commerce B2B (+ 15 % par an entre 2017 et 2020\u00b2) et l\u2019essor des marketplaces (Amazon Business et Alibaba en t\u00eate), la crise de 2020 n\u2019a fait office en r\u00e9alit\u00e9 que d\u2019\u00e9lectrochoc.<\/p>\n\n\n\n<p>Ce qui, avant elle, \u00e9tait opportunit\u00e9 de d\u00e9veloppement est devenu n\u00e9cessit\u00e9 \u00e9vidente. Il est imp\u00e9ratif, crise ou non, de r\u00e9inventer <a href=\"https:\/\/www.sage.com\/fr-fr\/produits\/sage-100cloud\/\">sa gestion commerciale<\/a>, au risque de ne plus \u00eatre comp\u00e9titif.<\/p>\n\n\n\n<p><strong>Dans ce livre blanc, nous allons \u00e9voquer les 5 aspects incontournables pour une meilleure gestion commerciale :<\/strong><\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li>Des stocks g\u00e9r\u00e9s en temps r\u00e9el, une satisfaction client renforc\u00e9e<\/li>\n\n\n\n<li>Une logistique affin\u00e9e, une activit\u00e9 optimis\u00e9e<\/li>\n\n\n\n<li>Une facturation d\u00e9mat\u00e9rialis\u00e9e, une tr\u00e9sorerie s\u00e9curis\u00e9e<\/li>\n\n\n\n<li>Une force de vente anim\u00e9e \u00e0 distance, une performance d\u00e9cupl\u00e9e<\/li>\n\n\n\n<li>Une activit\u00e9 souple et pr\u00e9dictive, une capacit\u00e9 d\u2019adaptation renforc\u00e9e<\/li>\n<\/ol>\n\n\n\n<div class=\"single-cta gated-content\">\n\t<div class=\"single-cta__positioner\">\n\t\t<div class=\"single-cta__wrapper has-dark-background-color\">\n\t\t\t<div class=\"single-cta__content\">\n\t\t\t\t\t\t\t\t<h2 class=\"single-cta__title h3\">N\u00e9goce B2B : les 5 commandements d\u2019une meilleure gestion commerciale<\/h2>\n\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<a\n\t\t\t\t\t\thref=\"#gate-9c786deb-7b6d-4c6d-bae1-c97facf64a58\"\n\t\t\t\t\t\tclass=\"single-cta__button button button--primary\"\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t>T\u00e9l\u00e9chargez gratuitement le livre blanc<\/a>\n\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\n\t\t\t\t\t<img decoding=\"async\" width=\"1253\" height=\"810\" src=\"https:\/\/www.sage.com\/fr-fr\/blog\/wp-content\/uploads\/sites\/4\/2020\/11\/negoce-b2b-gestion-commerciale-guide_CTA-1253x810.jpg\" class=\"single-cta__image\" alt=\"negoce-b2b-gestion-commerciale-guide_CTA\" loading=\"lazy\" srcset=\"https:\/\/www.sage.com\/fr-fr\/blog\/wp-content\/uploads\/sites\/4\/2020\/11\/negoce-b2b-gestion-commerciale-guide_CTA-1253x810.jpg 1253w\" sizes=\"auto, (min-width: 48em) 33vw, 100vw\" \/>\t\t\t<\/div>\n<\/div>\n\n\n\n<p>\u00b9 <em>\u00ab The Changing Face of B2B Marketing \u00bb, Think with Google, 2015.<br>\n\u00b2 Chiffres cl\u00e9s du e-commerce en 2020, F\u00e9d\u00e9ration du e-commerce et de la vente \u00e0 distance, 2020.<\/em><\/p>\n\n\n<div class=\"single-cta\">\n\t<div class=\"single-cta__positioner\">\n\t\t<div class=\"single-cta__wrapper has-dark-background-color\">\n\t\t\t<div class=\"single-cta__content\">\n\t\t\t\t\t\t\t\t<h2 class=\"single-cta__title h3\">Inscrivez-vous \u00e0 la e-newsletter mensuelle<\/h2>\n\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<a\n\t\t\t\t\t\thref=\"#gate-a947ade1-e692-455f-94ce-a275d72a9a11\"\n\t\t\t\t\t\tclass=\"single-cta__button button button--primary\"\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t>Je m&#039;abonne<\/a>\n\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\n\t\t\t\t\t<img decoding=\"async\" width=\"1024\" height=\"779\" src=\"https:\/\/www.sage.com\/fr-fr\/blog\/wp-content\/uploads\/sites\/4\/2021\/05\/spreadsheets-1024x779-1.jpg\" class=\"single-cta__image\" alt=\"\" loading=\"lazy\" srcset=\"https:\/\/www.sage.com\/fr-fr\/blog\/wp-content\/uploads\/sites\/4\/2021\/05\/spreadsheets-1024x779-1.jpg 1024w\" sizes=\"auto, (min-width: 48em) 33vw, 100vw\" \/>\t\t\t<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Comme la plupart des autres secteurs, le n\u00e9goce B2B, pouss\u00e9 par les implications de la crise sanitaire de 2020, a d\u00fb pr\u00e9cipiter son saut vers l\u2019innovation. Accusant une cha\u00eene logistique boulevers\u00e9e et un contexte r\u00e9glementaire instable sur le plan national comme international, les entreprises se sont fait alors d\u00e9passer par un environnement trop mouvant pour [&hellip;]<\/p>\n","protected":false},"author":293,"featured_media":8712,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_sage_video":false,"post_featured_image_hide":false,"footnotes":""},"categories":[834],"tags":[],"business_type":[9],"lilypad":[],"context":[],"industry":[25],"persona":[34],"imagine_tag":[456,861,859,459],"coauthors":[924],"class_list":["post-8711","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-guides-et-modeles-gratuits","business_type-petites-et-moyennes-entreprises","industry-negoce"],"sage_meta":{"region":"fr-fr","author_name":"C\u00e9dric Suire","featured_image":"https:\/\/www.sage.com\/fr-fr\/blog\/wp-content\/uploads\/sites\/4\/2020\/11\/negoce-b2b-5-commandements-gestion-commerciale-guide.jpg","imagine_tags":{"456":"Gestion Commerciale","861":"Hub-cloud_DG","859":"Hub-cloud_Responsable Finance","459":"Petites et Moyennes Entreprises"}},"distributor_meta":false,"distributor_terms":false,"distributor_media":false,"distributor_original_site_name":"Sage Advice France","distributor_original_site_url":"https:\/\/www.sage.com\/fr-fr\/blog","push-errors":false,"_links":{"self":[{"href":"https:\/\/www.sage.com\/fr-fr\/blog\/api\/wp\/v2\/posts\/8711","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.sage.com\/fr-fr\/blog\/api\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.sage.com\/fr-fr\/blog\/api\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.sage.com\/fr-fr\/blog\/api\/wp\/v2\/users\/293"}],"replies":[{"embeddable":true,"href":"https:\/\/www.sage.com\/fr-fr\/blog\/api\/wp\/v2\/comments?post=8711"}],"version-history":[{"count":0,"href":"https:\/\/www.sage.com\/fr-fr\/blog\/api\/wp\/v2\/posts\/8711\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.sage.com\/fr-fr\/blog\/api\/wp\/v2\/media\/8712"}],"wp:attachment":[{"href":"https:\/\/www.sage.com\/fr-fr\/blog\/api\/wp\/v2\/media?parent=8711"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.sage.com\/fr-fr\/blog\/api\/wp\/v2\/categories?post=8711"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.sage.com\/fr-fr\/blog\/api\/wp\/v2\/tags?post=8711"},{"taxonomy":"business_type","embeddable":true,"href":"https:\/\/www.sage.com\/fr-fr\/blog\/api\/wp\/v2\/business_type?post=8711"},{"taxonomy":"lilypad","embeddable":true,"href":"https:\/\/www.sage.com\/fr-fr\/blog\/api\/wp\/v2\/lilypad?post=8711"},{"taxonomy":"context","embeddable":true,"href":"https:\/\/www.sage.com\/fr-fr\/blog\/api\/wp\/v2\/context?post=8711"},{"taxonomy":"industry","embeddable":true,"href":"https:\/\/www.sage.com\/fr-fr\/blog\/api\/wp\/v2\/industry?post=8711"},{"taxonomy":"persona","embeddable":true,"href":"https:\/\/www.sage.com\/fr-fr\/blog\/api\/wp\/v2\/persona?post=8711"},{"taxonomy":"imagine_tag","embeddable":true,"href":"https:\/\/www.sage.com\/fr-fr\/blog\/api\/wp\/v2\/imagine_tag?post=8711"},{"taxonomy":"author","embeddable":true,"href":"https:\/\/www.sage.com\/fr-fr\/blog\/api\/wp\/v2\/coauthors?post=8711"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}