What a field sales rep does
A visit costs money, so it should do more than take an order.
- Visits accounts on a planned call cycle.
- Checks the shelf and stockroom, and agrees the order.
- Takes orders for later delivery, with the customer’s own prices.
- Checks displays, pricing and promotions against what was agreed.
- Introduces new lines and opens new accounts in the territory.
Field sales, telesales and the portal
Field sales is the most expensive way to take an order, because it costs a visit. Many distributors use it where a visit earns its cost, such as larger accounts and new listings. Smaller or routine accounts can move to telesales or a trade portal, which take the order without the drive.
Field sales vs van sales
A field sales rep takes the order and the goods arrive later. A van sales driver sells from stock on the vehicle. Some businesses use both: reps for pre-selling, vans for the rest.
