sales force


Also found in: Dictionary, Thesaurus, Wikipedia.

sales force

the salespeople employed by a firm to sell its goods or services. Their functions range from relatively passive tasks such as taking repeat orders from established customers and making deliveries, to more active PERSONAL SELLING aimed at securing additional business from established and new customers. See KEY ACCOUNT MANAGEMENT. The sales force can consist of:
  1. SALES REPRESENTATIVES who visit wholesalers, retailers or final customers, making face-to-face contact with those prospective buyers as a means of selling;
  2. telephone sales staff who contact prospective customers by telephone to establish an initial contact which can then be followed up by a visit from a sales representative;
  3. product demonstrators who operate in wholesale or retail stores or visit customers to provide an opportunity for prospective buyers to see a product in action or to sample it;
  4. sales managers who are responsible for organizing and controlling the activities of the field sales force, and the recruitment, selection and training of sales-force personnel.

In organizing the field sales force, sales persons may be required to represent all the firm's products in small SALES TERRITORIES, or may specialize in selling limited product lines in larger territories. See TEAM SELLING.

References in periodicals archive ?
Lastly, according to Hypothesis 6', the greater the availability of the stack train in an ij pair, the greater the likelihood a steamship line will rely on an integrated sales force. This construct was parsed into three measures, each of like scale, so as to interpret the marginal effects clearly.
Excluding exceptional items of pounds 10.3m, losses reached pounds 11.4m against a profit of pounds 400,000 the previous year, due mainly to the group expanding its sales force.
A behavior-based system, on the other hand, ensures consistency of action by prescribing and monitoring the activities of the sales force. Management's focus is on process rather than outcomes, and it presumes to understand which behaviors will achieve the desired results.
The size of the direct sales force has declined rapidly over the last decade.
"Today's sales force must account for all interactions between an organization and a customer in order to be successful," said Giles House, general manager, Sales Cloud, SAP.
Bpm' online scored well in company direction (4.2), but its sales force automation product is very highly regarded as well.
After evaluating a number of software applications and vendors available on the market, we have decided to partner with Complexica for sales force optimization and automation, said Aemel Nordin, Managing Director of Polyaire.
Cabangon said that, despite possible challenges that the company may meet in the future, the sales force of the company should always strive for growth every year to make it stronger than ever.
The sales force is an indispensable part of an organization and is on the frontline of every business to solve client problems and generate better returns on investment.
The company said it has appointed about 250 highly-trained and experienced sales force representatives and managers to bolster, create and sustain deep relationships with primary care physicians - key potential prescribers of Xifaxan (rifaximin) for IBS-D and RELISTOR (methylnaltrexone bromide) tablets for opioid induced constipation (OIC).
Collaborative written by Warren Shiver (who is the Founder and Managing Partner of Symmetrics Group, one of America's fastest-growing private companies, which is dedicated to driving sustainable revenue improvements by transforming sales organizations) and Michael Perla (a Principal with Symmetrics Group and who helps to lead, scope and execute sales transformation efforts for the organization), "7 Steps to Sales Force Transformation: Driving Sustainable Change in Your Organization" is specifically intended to enable leaders in transforming their sales team with a practical, 'real-world based', step-by-step plan that includes diagnostics, and an actionable roadmap for transforming change and follow up analytics.
This was hospitality shown to the ever important sales force of the insurance company.