Question

“Field selling is a traditional but more effective approach, for sales of high value products and supporting inside sales representatives.” In the light of the statement, explain the importance of field selling.

Hint:

Link field selling to high value products, personal relationships, market feedback and support to inside sales.

Answer 1

Step 1: Meaning of field selling:
Field selling means the salesman goes out to meet customers at their homes, shops or offices.
It is face-to-face selling outside the company's own premises.
It is a traditional method, yet it is very effective for high value products.

Step 2: Importance 1: Suits high value products:
Buyers of costly goods want to see the product and talk to a person before they pay.
A field salesman can demonstrate the product and answer doubts on the spot.

Step 3: Importance 2: Builds personal relationships:
Regular visits create trust between the salesman and the customer.
Trust leads to repeat orders and loyalty.

Step 4: Importance 3: Gives direct market feedback:
The field salesman sees the customer's needs, rival products and market trends first-hand.
He passes this information to the company, which helps in decisions.

Step 5: Importance 4: Supports inside sales representatives:
Inside sales staff handle phone calls, emails and orders from the office.
Field salesmen visit big customers, close difficult deals and open new accounts.
Together they cover the market well.

Final Answer:
Field selling is important because it suits costly products, builds trust, brings market feedback and supports the inside sales team.