At a minimum, you will need to make adjustments to fit your particular situation and market.
- Classic Field Sales - Field sales reps (FSRs) act as generalists and are assigned to customers based on geographic territories. They perform demand-creation activities. Customer service reps (CSRs) provide demand-fulfilment services such as quotations, transaction processing and so forth. Specialist reps (SRs) provide episodic product technical, or functional support to FSRs when such support is requested by the customer (that is, when thee is a new business requirement or problem). The class field sales model is best for early life cycle products, narrow, deep expensive customer coverage and pioneering demand creation. They provide high value, high-trust solutions and work in undifferentiated segments within the same geography.
- Inside Sales - FSRs act as demand-creation generalists but are only assigned to the highest opportunity accounts. Inside sales reps (ISRs) are assigned to customers by geography or segment. They perform demand-creation activities (outbound calling for example). CSRs provide primary demand-fulfillment services. Online services (websites, mobile phone apps) provide supplemental customer service functions. This model is best for mid-life cycle products, medium cost coverage and low density markets. Selling is based on product or service differentiation.
- Telesales and marketing - Dedicated market research function identifies prospects. Telephone sales reps (TSRs) conduct high-volume outbound calling. Targeted marketing (paid web search, search engine optimization, traditional advertising and so forth) generates awareness. Online services (websites, mobile phone apps) provide primary customer service functions. CSRs provide supplemental customer service functions. This modes is best for late life cycle, highly commoditized products where low cost coverage and selling based on price and availability is directed toward transactional and infrequent buyers.
- Team Sales -Groups of various combinations of FSRs, ISRs, TSRs, CSRs, and SRs assigned to customers based on geography or segment. This model is best for customers that migrate frequently between segments or different stages of the product life cycle and where there are high-value, complex sales transactions.
- Segmented field sales - Similar to classic field sales, but with FSRs assigned to customers based on segment. CSRs may play a stronger role in relationship, awareness, and demand-creation activities to offset reduced FSR call frequency. This model works best for pioneering demand creation and where industry or segment specific expertise and solutions are required in high density markets. It provides high value, high trust solutions.
- Functional or staged sales - FSRs or SRs provide demand-creation services and are assigned to customers based on geography or segment. Project teams or implementation experts are used for complex customer conversions (for example, inventory consignment, technical engineering support). At well-defined stages in the sales cycle, account ownership is passed to ISRs. CSRs or online services provide demand fulfillment. This model works best in markets in which different customers are in different stages of the product life cycle or where decision makers in the customer organization change at different stages of the sales cycle. It is also best for high-value, complex sales transactions.
- Multilevel sales - Similar to functional sales except that FSRs typically retain account ownership at the corporate level. ISRs and CSRs are typically assigned to specific (local) customer locations. This model is best for major account selling to large, multi location, decentralized organizations.
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