Structuring the sales staff is a common challenge for sales managers at companies of all sizes.Which of the following is a reason for a sales manager to use field representatives instead of inside salespeople?
A)The salesperson needs to make many calls per hour.
B)The salesperson needs to show the product to the customer in person.
C)The salesperson needs to understand the sales cycle.
D)The salesperson needs to sell to incoming callers.
E)The salesperson needs to use a company vehicle for visits to customers.

Question

Quizplus · Accepted Answer

Field representatives are best used when the salesperson needs to show the product to the customer in person, as this cannot be done over the phone or through email. Inside salespeople may be more appropriate when many calls per hour need to be made or when selling to incoming callers. Understanding the sales cycle and using a company vehicle for visits to customers may apply to both field representatives and inside salespeople.

Structuring the Sales Staff Is a Common Challenge for Sales