Field sales involves salespeople leaving the office to meet prospects and clients directly. It's the opposite of inside sales (phone/email selling) and is crucial for complex, high-value sales.
Field sales is especially effective in B2B where large contracts, complex products, or long-term relationships are involved. Pharmaceutical representatives visiting doctors and enterprise software salespeople are classic examples.
Successful field sales requires territory management, route planning, CRM systems, and strong interpersonal skills. Despite higher costs, field sales often delivers the highest conversion rates for complex deals.