The term field sales force describes a special form of sales activity in which sales representatives make personal customer visits on behalf of a company in order to conclude sales or to provide consultation.
The field sales force thus guarantees intensive personal customer support, but also comes with high costs per customer contact. For this reason, the use of field sales force is closely linked to sales territory planning and must always be considered in relation to customer structure analyses. Especially in B2B, the field sales force is still of great importance, even though digitalization is increasingly changing the customer demands. The simple and transparent access to information significantly reduces the general need for advice of customers, which leads towards a solution-oriented and customer-specific sales force approach. Therefore, it is of particular importance to enable solution selling through targeted training and an adapted design of incentive systems and sales structures.