Title: Death of the field sales person

There is a requirement for field salespeople in some (but definitely not all) markets now – and there will always be circumstances where face-to-face selling is indispensable. What are on their way to extinction are environments where sales is essentially an outside activity. Even in engineer-to-order environments today (think JSG), only a tiny percentage of the total volume of activities required to originate and prosecute a sales opportunity are performed in the field. And those important field activities would simply not occur if it were not for the volume of work performed inside. The fact is, sales today is an inside endeavor, supported, in some cases, with discrete field activities. Today, customers are no longer isolated from their vendors. Vendors’ organizations are as close as the nearest web browser. And fax machines, private lines, email and instant messaging have made it easier for customers to communicate with representatives in organization’s head offices than it is to communicate with their salespeople.

Click Here For Complete Article Text


   Person Information
   Application Sequencing
Company  Product  Process  Other  Subjects  Event  Event  Date  Location  Publication  Publication  Date Text  Descriptor


  • Market

  • Sale






  • Article