Technology Is Blurring the Line Between Field Sales and Inside Sales

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Thu, Oct 03, 2019

Field sales and inside sales have traditionally had their own domains. Field salespeople did the heavy-lifting, working with customers in person. Inside salespeople sold over the telephone and web, and were responsible for the uncomplicated products, small and remotely located customers, and simpler sales tasks, such as lead generation and renewals.

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