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 ?
With just a one-or-two day training session for our contractors, it's impossible for us to reach the same breadth of knowledge and experience of our clients' sales force.
But by and large, sales force contraction is finished and moderate expansion is on the horizon.
The opportunity lies in moving beyond sales force growth and mass promotion into a new era of sales force effectiveness.
Since the deployment, Aqua has reported an immediate and dramatic increase in sales force productivity and satisfaction.
Recently, Entellium won its third consecutive Market Leader Award for Sales Force Automation from CRM magazine.
The company reported on December 14, 2006 that its sales force had expanded to 56 sales associates from nine in less than six months.
6 million, using its pilot sales force of 14 professionals.
We chose IntelligEnt Sales Force to improve our sales effectiveness and synergies across the bank," said Richard Balentine, Director of Technology and Operations at LSB The Bank.
Adolor may also evaluate whether to reestablish an independent sales force at a later date.
In the coming quarters, we expect our talented and accomplished sales force will significantly drive adoption of our growing portfolio of products.
was founded in 1997 and has since become one of the fastest growing technology companies in the pharmaceutical sales force automation industry.
Fully integrated with QAD Sales Force Automation, QAD Marketing Automation ensures that leads get fast attention to become sales.