B2B eCommerce glossary: 50 essential terms for wholesalers

The world of B2B eCommerce has its own vocabulary. If you're a wholesaler, distributor, manufacturer, or importer taking your first steps in digital sales, or if you already sell online but come across terms you don't fully understand, this glossary is for you.

Business models

B2B (Business to Business)

A business model where one company sells to another company. In wholesale commerce, B2B describes transactions between manufacturers, distributors, wholesalers, and retailers. Unlike B2C, it involves larger volumes, negotiated pricing, and long-term commercial relationships.

B2C (Business to Consumer)

A business model where a company sells directly to the end consumer. Mercado Libre, Amazon, or any retail online store are examples of B2C. Many wholesalers operate both models simultaneously.

D2C (Direct to Consumer)

When a manufacturer or wholesaler sells directly to the end consumer, skipping intermediaries. A growing trend that requires managing B2B and B2C operations in parallel.

B2B eCommerce

Electronic commerce between businesses. Includes wholesale online stores, order portals, digital catalogs, and any B2B commercial transaction that occurs through digital channels.

B2B Marketplace

A platform where multiple wholesalers sell to B2B buyers on the same site. Unlike having your own store, in a marketplace you compete with other suppliers for the same buyer's attention.

Dropshipping

A model where the wholesaler ships the product directly to the retailer's end customer, without the retailer handling inventory. It allows retailers to expand their catalog without stock investment.

Catalog, pricing and orders

Digital catalog

The online version of a wholesaler's product catalog. Includes photos, descriptions, prices, available stock, and variants. Unlike a static PDF, a digital catalog updates in real time and can be personalized per customer.

SKU (Stock Keeping Unit)

A unique code that identifies each product or variant in your inventory. The same product in three colors means three different SKUs. Correct SKU management is the foundation of an organized B2B catalog.

PIM (Product Information Management)

A centralized system for managing all product information: descriptions, photos, attributes, categories, prices. Especially useful for wholesalers with large catalogs (over 1,000 SKUs).

B2B shopping cart

A feature that allows wholesale buyers to add products and generate an order. Unlike a B2C cart, it includes minimum quantities, volume pricing, price list selection, and the option to save carts to complete later.

Price list

A set of prices assigned to a group of customers. In B2B it's common to have multiple lists: one for retailers, another for distributors, another for large accounts. The eCommerce platform must automatically show the correct list to each customer.

MOQ (Minimum Order Quantity)

Minimum Order Quantity. In B2B, it's common to require a minimum per product (e.g., minimum 12 units) or per total order (e.g., minimum $50,000). The platform must validate these minimums automatically before confirming the order.

Volume discount

A discount that automatically applies when the buyer exceeds a set quantity. Example: 5% discount from 100 units, 10% from 500. The platform must calculate and display these discounts in real time.

Recurring order

An order that repeats automatically at defined intervals. A bar that buys the same beverages every week can set up a recurring order and only adjust quantities. It reduces purchase friction and increases retention.

Cross-selling

A strategy of selling complementary products to what the customer is buying. In a food wholesaler, if the customer buys flour, the system suggests yeast, sugar, and extracts. It increases the average ticket by 15% to 30%.

Average order value

The average value of each order. In wholesale B2B, the average ticket is usually significantly higher than in B2C. Strategies like cross-selling, volume discounts, and minimum orders help increase it.

Assisted selling

When a sales rep builds the order on behalf of the customer using the platform. The rep sees the customer's prices, history, and commercial terms. It's especially useful for customers who prefer not to use technology directly.

Inventory and logistics

Inventory

The quantity of products available for sale. In B2B, inventory is managed by warehouse, branch, or distribution center. Real-time inventory synchronization between the ERP and online store prevents overselling.

Safety stock

Extra inventory kept to prevent stockouts due to demand variations or supplier delays. Modern B2B platforms calculate optimal safety stock automatically based on historical data.

Multi-warehouse

The ability to manage inventory across multiple physical locations. A wholesaler with warehouses in Buenos Aires and Córdoba can show availability based on the buyer's location.

Backorder

An order for a product that is temporarily out of stock. In B2B it's common to allow backorders when the supplier has a confirmed restocking date, unlike B2C where the product is usually hidden.

Picking

The process of collecting products from the warehouse to assemble an order. In B2B, picking is optimized with preparation lists automatically generated by the platform, organized by warehouse location.

Fulfillment

The complete process from when an order is received until it's delivered to the customer: picking, packing, dispatch, and tracking. In B2B, fulfillment involves large volumes, pallets, and coordination with specialized carriers.

WMS (Warehouse Management System)

A Warehouse Management System. Controls the location of each product within the warehouse, optimizes picking routes, and manages merchandise reception. Essential for wholesalers with large warehouses.

Last-mile logistics

The final delivery leg from the distribution center to the customer. In wholesale B2B, the last mile can involve trucks with palletized cargo, specific reception schedules, and transport tax documentation.

Delivery zone

A geographic area where the wholesaler makes deliveries. The B2B platform allows defining zones with differentiated shipping costs, specific delivery days, and minimum order requirements per zone. A beverage wholesaler in Chile can have a zone for Santiago with next-day delivery and another for regions with 3-5 day delivery.

Traceability

The ability to track a product from its origin to the end customer. Includes batch number, production date, involved suppliers, and storage conditions. Increasingly required by health regulations and corporate buyers.

Payments and invoicing

Trade credit account

A payment method where the wholesaler grants credit to the customer and allows them to accumulate purchases for payment at a later date (30, 60, or 90 days). It's fundamental in B2B and should be managed digitally with credit limits and automatic alerts.

Payment gateway

A service that processes electronic payments. In wholesale B2B, the most used gateways in LATAM are Mercado Pago, PayU, and direct bank transfers. The platform must support multiple payment methods per country.

Electronic invoice

A legally valid digital tax document. Each Latin American country has its own format: CFDI in Mexico, AFIP electronic invoice in Argentina, electronic receipt in Chile. Integration with the B2B platform enables automatic invoice generation when an order is confirmed.

CFDI (Digital Tax Receipt)

Mandatory electronic invoice in Mexico. B2B platforms operating in Mexico must integrate with billing systems that generate valid CFDIs for the SAT (tax authority).

Credit note

A tax document that partially or fully cancels an invoice. In B2B, it's issued for returns, subsequent discounts, or billing errors. It should be generated automatically from the platform and impact the customer's trade credit account.

XML

A data format used to exchange information between systems. In LATAM, electronic invoicing and many ERPs use XML as a standard format. B2B platforms must be able to import and export data in XML.

Systems and integrations

API (Application Programming Interface)

An interface that allows two systems to communicate with each other. In the wholesale context, an API connects your online store with your ERP, logistics system, or payment gateway so that data flows automatically without manual entry.

ERP (Enterprise Resource Planning)

A central system that manages a company's accounting, inventory, purchasing, sales, and invoicing. In wholesale, the ERP is the heart of the business. ERP-eCommerce integration is critical to avoid double data entry and errors.

CRM (Customer Relationship Management)

A system for managing customer relationships. In wholesale B2B, a CRM records the interaction history, orders, quotes, and commercial follow-up for each account. It integrates with the online store to give a complete customer view.

OMS (Order Management System)

An Order Management System. Centralizes all orders regardless of origin channel and manages their lifecycle: confirmation, preparation, dispatch, delivery, and invoicing.

Integration

A connection between two or more systems so they share data automatically. Key B2B integrations are: ERP, logistics, electronic invoicing, CRM, and payment gateways.

Webhook

An automatic notification that one system sends to another when an event occurs. Example: when an order is confirmed in the store, a webhook notifies the ERP to process the order. It's the foundation of real-time integrations.

Headless commerce

An architecture where the frontend (what the customer sees) is separated from the backend (business logic). It allows creating personalized shopping experiences without depending on a fixed template. Useful for wholesalers with specific design needs.

SaaS (Software as a Service)

A model where software is paid as a monthly service, without needing to install it on your own servers. B2B SaaS platforms include hosting, updates, support, and security in the monthly price.

SSL (Secure Sockets Layer)

A security protocol that encrypts communication between the customer's browser and your store. The green padlock and "https" in the URL. It's mandatory for any store that processes customer data or payments.

Marketing, channels and metrics

Lead

A potential customer who showed interest in your business. In wholesale B2B, a lead can be a retailer who completed a registration form, requested a quote, or contacted via WhatsApp.

Remarketing

Showing ads to people who already visited your online store. In B2B, remarketing works especially well with Google Ads and Meta Ads to remind buyers who left products in their cart or visited specific categories.

SEO (Search Engine Optimization)

Search Engine Optimization. Techniques to make your B2B store appear in the top Google results when a potential buyer searches for your products. Includes product page optimization, friendly URLs, and relevant content.

Omnichannel

A strategy of offering an integrated experience across all sales channels: online store, WhatsApp, field sales reps, showroom, phone. The customer can start an order in one channel and finish it in another without losing information.

WhatsApp Business API

The enterprise version of WhatsApp that allows sending bulk messages, automating responses, sharing catalogs, and processing orders. In LATAM, it's the most effective B2B communication channel for wholesalers.

UX (User Experience)

The user's experience when interacting with your online store. In B2B, good UX means the buyer finds products quickly, can place large orders without friction, and easily accesses their documents. It directly impacts the reorder rate.

KPI (Key Performance Indicator)

Key Performance Indicator. In B2B eCommerce, the most important KPIs are: conversion rate, average ticket, purchase frequency, reorder rate, and customer acquisition cost.

ROI (Return on Investment)

Return on Investment. A fundamental metric for evaluating whether the investment in a B2B eCommerce platform is delivering results. It's calculated by comparing the platform cost against the increase in sales and reduction in operational costs.

You don't need to be a technology expert, but you do need to understand the fundamental concepts to evaluate providers, choose platforms, and communicate with your team.

Mastering B2B eCommerce vocabulary is the first step toward making better decisions when digitizing your wholesale business. When the next proposal talks about ERP integration via API, per-customer price lists or MOQ per delivery zone, you will know exactly what is being offered and what you still need to ask for.

Frequently asked questions

What is the difference between B2B and B2C eCommerce?+

In B2B one company sells to another (manufacturer to distributor, wholesaler to retailer); in B2C the sale goes directly to the end consumer, like Mercado Libre or Amazon. B2B involves larger volumes, per-customer negotiated pricing, minimum quantities (MOQ), trade credit and long-term relationships. Many wholesalers run both models at the same time.

What is MOQ and how does it apply to a wholesale store?+

MOQ is the minimum order quantity. It can be set per product (for example, minimum 12 units) or per total order (a minimum amount), and even per delivery zone. The B2B platform should validate those minimums automatically before confirming the order, so the buyer doesn't depend on a sales rep checking by hand.

Why is ERP integration with the B2B store so important?+

Because in a wholesale business the ERP is the heart of the operation: accounting, inventory, purchasing, sales and invoicing all live there. If the online store isn't integrated (via API or webhooks), every order has to be entered twice, stock drifts out of sync and you end up overselling. Integration lets orders, prices and availability flow in real time between both systems.

Next step

Price lists, MOQ, trade credit: all in one portal

Many of these terms are features a wholesale portal should already solve. A VentasxMayor specialist shows you how they look in practice: per-customer pricing, order minimums, stock per warehouse and ERP integration.

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