B2B sales glossary
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.
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The TSO role is common in Indian FMCG, pharma, paints, agri-inputs and telecom. A TSO appoints and manages distributors, makes sure retailers are stocked, runs schemes and promotions, tracks secondary sales, and reports to an area sales manager.
Some companies call the same role sales officer (SO) or territory sales manager (TSM).
| Term | In one line |
|---|---|
| Regional Sales Manager | A regional sales manager (RSM) leads the sales team and results for a region — typically several states or areas — managing area managers, targets and key accounts. |
| Field Sales | Field sales (outside sales) is selling in person — salespeople travel to meet customers at their offices, shops, sites or plants. |
| Channel Sales | Channel sales is selling through third-party partners — distributors, dealers, resellers or agents — instead of (or as well as) your own sales team. |
| 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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Manages distributors and retailers in a territory, ensures product availability, runs schemes and achieves the territory’s sales targets.
Usually an area sales manager (ASM), who reports to a regional sales manager (RSM).
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