Selling Today: Partnering to Create Value, 14/e

Activities Performed by Salespeople

A professional selling position encompasses a wide range of tasks and, therefore, salespeople must possess a variety of skills. Figure 1.3 provides important insight about how many outside salespeople spend their time on the job. Note the time spent on administrative tasks, servicing, and telephoning. This, along with face-to-face selling and traveling time, provides a large amount of variety for salespeople. In some selling positions, such as retail selling, more time may be spent in face-to-face selling.

Figure 1.3 How Salespeople Spend Their Time

A professional selling position encompasses a wide range of ...