Understanding  Field Sales

Field sales, also known as outside sales, is a sales strategy where sales representatives meet potential customers face-to-face in their territory to promote and sell products or services. This strategy is primarily used for industries that have complex products, high-value products, or products that require demonstrations or in-person support.

What is Territory Management in Field Sales?

Territory management refers to the process of dividing a geographic region into smaller areas or territories for effective management of customer accounts. It helps field sales representatives focus on selling within their designated area and better understand their customer's needs and preferences.

What is Account Management in Field Sales?

Account management in field sales involves building and maintaining strong relationships with customers. It includes understanding the customer's needs, providing personalized attention and support, addressing concerns, and ensuring customer satisfaction. The goal of account management is to maximize revenue by maximizing customer retention and repeat business.

How are Sales Targets Set for Field Sales?

Sales targets are typically set by the company's management or sales team based on various factors, such as market demand, competition, industry trends, and historical sales data. These targets are often broken down by territory and individual representative.

What Skills Does a successful Field Sales Representative Possess?

A successful field sales representative requires a combination of technical skills related to the product or service being sold as well as soft skills such as communication, negotiation skills, presentation skills, adaptability, time-management skills among others.

How Does Technology Impact Field Sales Strategy?

Technology has revolutionized the field sales process. With tools like CRM software, mapping software on mobile devices/ tablets and virtual meetings technology field reps can now manage territories more effectively whilst also gathering information regarding leads that can help convert them into customers later.

What Are The Advantages of Field Sales Strategy Over Other Sales Strategies?

Field Sales offers numerous advantages over other strategies; It allows companies to build personal relationships with existing customers, provides opportunities to meet potential customers face-to-face, offers personalized attention, and provides ample opportunities for feedback.

References

  1. SPIN Selling by Neil Rackham
  2. Blue Ocean Strategy by W. Chan Kim and Renée Mauborgne
  3. Virtual Selling: A Quick-Start Guide to Leveraging Video, Technology, and Virtual Communication Channels to Engage Remote Buyers and Close Deals Fast by Jeb Blount
  4. The Challenger Sale by Brent Adamson & Matthew Dixon
  5. Cracking the Sales Management Code by Jason Jordan & Michelle Vazzana
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