Field Sales Service

B. H. Elvy

Chapter 10 in How to Appreciate Your Customers, 1995, pp 165-187 from Palgrave Macmillan

Abstract: Abstract In previous chapters, we have looked at customer service applied in-house: personal service and self-service operations in retail shops and stores and the service that is provided to business customers by the internally-based sales staff of industrial firms. We must now turn our attention to the third and extremely important sphere of customer-contact — that of the company rep calling on commercial customers.

Keywords: Potential Customer; Target Firm; Industrial Market; Sales Representative; Reception Staff (search for similar items in EconPapers)
Date: 1995
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DOI: 10.1007/978-1-349-13289-8_10

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