B2B sales glossary
Field sales (outside sales) is selling in person — salespeople travel to meet customers at their offices, shops, sites or plants.
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Field salespeople build relationships face to face, run demonstrations on site and handle complex or high-value deals. In India, field sales is the backbone of FMCG, pharma, industrial products and B2B services, often organised by territories and beat plans.
Modern field teams pair visits with phone and digital follow-up, and plan routes around customers they’ve already reached.
| Term | In one line |
|---|---|
| ISR (Inside Sales Representative) | ISR stands for inside sales representative: a salesperson who sells remotely — by phone, email and video — rather than meeting customers in person. |
| Territory Sales Officer (TSO) | A territory sales officer (TSO) manages sales in a defined geographic territory — usually by working with distributors and retailers — and is accountable for the territory’s targets. |
| Personal Selling | Personal selling is face-to-face or one-to-one selling, where a salesperson communicates directly with a prospect to understand their needs and persuade them to buy. |
| Daily Sales Report (DSR) | A daily sales report (DSR) is a short end-of-day summary of a salesperson’s or team’s activity and results — calls, visits, orders, pipeline and next steps. |
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Selling in person by visiting customers, as opposed to inside sales done remotely.
Field sales meets customers face to face; inside sales works by phone, email and video. Field sales suits complex or high-value deals; inside sales handles more conversations per day.
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