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sales force


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The generic name given to the direct sales channel of a company. Their territories and their targets define sales forces. Sales forces can be combinations of types of salespeople: for example, account managers, who manage existing customer accounts and who are looking to constantly expand sales in that account; new account salespeople, whose main focus is winning new accounts and beating the competitors; sales support, who are experts in product or service and who act as auxiliaries to the sales force but do not carry a commission-based sales quota; telesales, for transactional sales that do not require a direct sales force. This is also known as the sales force mix.

Subjects: Marketing.


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