On the basis of types of decision and the decision process:
1. More complex buying decision: Business buying decision is more complex than consumer buying decision. Business purchases often involve large sums of money. In business buying decision, buyers have to take some important and complex decision.
2. More formalized buying process: Business buying process is more formalized than any other buying process. In businesses buying process, it has to maintain some formalities which are not to be followed in any other buying process. It calls for product specifications, written purchase order, careful supplier search etc. So this buying process is more complex.
3. More dependent: Personal selling is very much effective in business buying, because buyers and sellers are very much close in this buying. They work more closely together. As a result they maintain a long term relationship.