CandleFocus Glossary Editor
Outside sales is the process of taking products or services to customers away from the company’s business premises, making direct contact with potential customers, and actively engaging in business transactions. Outside sales professionals differ from traditional inside sales professionals in that they are active in the field, physically engaging customers and completing sales transactions. They are typically found traveling to customers’ premises, attending events or expos, or working from home.
Outside sales professionals often need to engage in their own marketing, creating and utilizing their own networks in order to open up new leads and opportunities. Their task is to demonstrate how the product or service will bring value to the customer and how the cost is worth the benefit, based on the customer's needs and budget.
Outside sales professionals need to be diligent in building a rapport and trust with potential clients, as well as with current clients. This includes being professional and respectful, helping customers with their queries, and constantly staying up-to-date with the latest products, services, and technologies related to the company’s offerings.
Drawing on their industry expertise, outside sales representatives need to speak confidently and clearly in order to effectively represent the company’s products and services while catering to each individual customer's needs.
In facing the challenges of converting a prospect into a customer, outside sales professionals must be knowledgeable in different sales techniques, such as a consultative or solution selling approach. Knowing when to switch between different techniques as well as when to close the sale is also an important skill.
Driven by its own inherent set of challenges and rewards, outside sales is a rewarding job that puts sales representatives in direct contact with customers. The success of an outside sales professional is measured by their ability to identify opportunities in the market, develop solutions for customers that bring value, and close profitable deals.
Outside sales professionals often need to engage in their own marketing, creating and utilizing their own networks in order to open up new leads and opportunities. Their task is to demonstrate how the product or service will bring value to the customer and how the cost is worth the benefit, based on the customer's needs and budget.
Outside sales professionals need to be diligent in building a rapport and trust with potential clients, as well as with current clients. This includes being professional and respectful, helping customers with their queries, and constantly staying up-to-date with the latest products, services, and technologies related to the company’s offerings.
Drawing on their industry expertise, outside sales representatives need to speak confidently and clearly in order to effectively represent the company’s products and services while catering to each individual customer's needs.
In facing the challenges of converting a prospect into a customer, outside sales professionals must be knowledgeable in different sales techniques, such as a consultative or solution selling approach. Knowing when to switch between different techniques as well as when to close the sale is also an important skill.
Driven by its own inherent set of challenges and rewards, outside sales is a rewarding job that puts sales representatives in direct contact with customers. The success of an outside sales professional is measured by their ability to identify opportunities in the market, develop solutions for customers that bring value, and close profitable deals.