Field service vs. back office: What is the difference between sales departments?

One of the most important decisions that must be made in sales is the choice between field service and back office. Both departments are critical to the company's success, but they also have their own specific functions and differences. In this blog post, we'll look at the exact differences between field service and back office in sales.

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field service

The sales force is the department that deals with acquiring new customers and maintaining business relationships. The sale is carried out directly on site at the customer's premises and usually requires travel. Sales representatives must have excellent interpersonal skills to inspire potential customers and build trust. They should also be able to understand the needs and expectations of customers and meet their requirements.

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back office

Back office is the department that deals with selling products and services to existing customers. They usually work in the office and communicate with customers via phone or email. In back office, it is important to maintain customer relationships and increase sales by offering additional products and services. Back office staff should have excellent communication skills to understand customer needs and respond promptly to inquiries.

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differentials

The obvious difference between field sales and back office staff is that sales representatives work with customers in person, while back office workers do so over the phone or via email. In addition, sales representatives are usually more concerned with attracting new business, while back office workers are more focused on existing customers and increasing revenue through additional sales.

Another important distinction between the two departments is that field workers need a higher degree of flexibility as they travel often and face unpredictable schedules and challenges. In contrast, back office work is usually better structured in terms of time, which enables employees to plan and organize their work more effectively.

Another difference is the need for training. While back office workers need more training in customer service and product knowledge, sales representatives must invest more time in skills such as negotiation and persuasion.

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conclusion

It is important to understand that both field and back office sales are equally important and contribute to a company's success in various ways. Deciding which of these divisions to use depends on a variety of factors, including the product or service being sold, as well as the target audience and company strategy. Consider factors such as customer needs, effectiveness, efficiency, and costs when making your decision. It is also important that both departments work together smoothly and effectively to create an excellent customer experience and increase the success of the company.

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