Field Sales Representative Job Description: Top Duties and Qualifications

A Field Sales Representative, or Field Sales Rep, is a Salesperson who visits customers in their workplaces, homes and offices to sell in person. Their duties include attracting new customers to a company, nurturing relationships with them and maximising the profit within their territory. 


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Field Sales Representative duties and responsibilities 

The primary responsibility of a Field Sales Representative is working prospects through the entire sales process, including generating leads, educating them and turning those interested in long-term customers. Other duties and responsibilities of Field Sales Representatives are: 

  • Converting prospects into successful customers through customer sales methods such as door-to-door, cold calling and presentations 
  • Researching and forecasting sales and developing sales strategies and methods and evaluating their effectiveness 
  • Visiting customers on a regular basis and evaluating customer needs and desires 
  • Creating sales targets and working to meet them individually and as a team 
  • Monitoring the organisation’s competitors, their products and marketing strategies 
  • Acting as a representative for the organisation during customer meetings and presentations 
  • Maintaining customer accounts and records of sales 
  • Reporting and providing feedback to management using financial data collected 


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What does a Field Sales Representative do? 

Field Sales Representatives are typically employed by organisations whose success solely depends on relationship building and long-term contracts. They help organisations generate income and revenue by winning more clients and maintaining the already existing ones. 

Field Sales Representatives often work for B2B and wholesale industries selling a wide variety of products. They secure sales using various customer sales tactics. With their extensive experience, Field Sales Representatives help organisations develop innovative strategies to boost sales and evaluate their effectiveness. They must evaluate customer needs and requirements to build lasting relationships. 


Field Sales Representative skills and qualifications 

Field Sales Representatives must be competitive in nature and have excellent interpersonal skills. They are comfortable working with clients in person and on the telephone. Additional skills and qualifications that successful Field Sales Representatives must possess include: 

  • Great confidence and the ability to accept rejection and maintain a positive mindset 
  • Excellent verbal and written communication skills and resilience to transmit passion during a sales interview
  • Active listening skills and the ability to understand the customer’s needs 
  • Persuasion skills and the ability to build rapport using a great personality
  • Proficiency with computer software and Microsoft Office
  • Strong negotiation and presentation skills 
  • In-depth understanding of an organisation’s products and unique selling facts 
  • Excellent data analysis skills 


Field Sales Representative experience requirements 

Field Sales Representatives typically require at least four years of experience in field sales, retail management or other customer service roles. Depending on the job type, some employers may require candidates with proven experience with CRM tools such as Salesforce. In addition, a proven record of personal quota is essential to show their accomplishments in the industry. 


Field Sales Representative education and training requirements 

Field Sales Representatives with a bachelor’s degree in business administration, business management, marketing, communications, economics or other related fields can qualify for the positions. They must possess knowledge of various sales techniques and pipeline management. Many companies offer in-house training to new employees, teaching specific strategies and techniques.  


Field Sales Representative salary expectations 

According to Indeed Salaries, the average salary for a Field Sales Representative is £29,631 per year, depending on factors like experience, education, location and company. 


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Field Sales Representative job description FAQs


What's the difference between a Field Sales Representative and a Sales Representative?

The main differences between a Field Sales Representative and a Sales Representative are their methods of marketing. Whilst Field Sales Representatives sell their products by visiting their clients door-to-door, through presentations and via telephone, Sales Representatives typically sell things over the phone and using online media. 


What makes a good Field Sales Representative job description?

An effective Field Sales Representative job description passes information briefly and quickly. It must depict a good impression of your company and describe your sales goals, culture and expectations from candidates. You must carefully compose your list of duties and skills required to enable the candidate to know exactly what is required from them. 


How can you recognise a good Field Sales Representative during an interview?

Good Field Sales Representatives are excellent at performing product research. Therefore, whilst attending your interview, they must have a clear image of your product benefits and features. They come with pieces of evidence to show their achievements in selling similar products. In addition, Field Sales Representatives are confident and answer questions clearly. 


Who does a Field Sales Representative report to?

Field Sales Representatives work directly with clients and report to the Sales Manager. Therefore, they must perform other sales related duties requested by the Sales Manager.

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