Sales Force Strategy
An important aspect of developing a sales strategy is deciding whether to use a direct or a contractual sales force. A direct (company) sales force consists of full- or part-time paid employees who work exclusively for the company. Inside salespeople conduct business from the office and receive visits from prospective buyers, and field salespeople travel and visit customers. A contractual sales force consists of manufacturers’ reps, sales agents, and brokers who earn a commission based on sales.
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