Inside and Outside Sales: A Comprehensive Analysis and Recommendations

This essay analyzes the roles of inside and outside salespersons within the context of a business-to-business environment, focusing on the strategies, advantages, and disadvantages of each approach. The assignment explores the functions of inside sales, emphasizing the use of technology sol...Read More

Running Head: Inside and Outside Sales
INSIDE AND OUTSIDE SALES
Name of the Student
Name of the University
Authors Note

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Inside and Outside Sales
In a telephone call centre industry, manufacturing of product/service is not the only
basic task to be relied on and expect the revenue generation instead except the goods and
services there is one more thing that matters for a company and its profitability is the
promotion and different strategies implemented for mass profit generation which is
formulated by the salesperson present in the respective company. In the journal there are two
subdivisions as an inside salesperson, and outside salesperson. An inside salesperson is those
person who are responsible for maximizing the sales of a company as telemarketing bureaus
by working and engaging in endorsing clients' products or services or in taking orders for
customers. They offer the function of insides sale (Chapman, 2018). Effective inside sales
operations are strength of the three technology solutions including knowledge management,
analytics and e-learning in amalgamated communications planning. The data-mining,
predictive analytics and information management allow teams to reduce their cost and
increase their performance, together with representatives of the suite of business intelligence
resources. Predictive analytics are algorithms and statistical methods used to estimate or
simulate potential actions of the consumer, such as a product or service purchase. In
telephone call centre data mining is an abstraction and computational processing method
which enhances to create statistical models for data warehouses, data marts and other data
configurations. The Knowledge management ensures that details about the company's
strengths and resources, company, or service demands from market opportunities or template
delivery dialogs are accessible at an appropriate location and the correct period. In the
industry, the salesperson who travels from location to location visiting prospective customers
are known as outside salespeople (Idrees et al. 2018). The outside selling costs are higher due
to the increasing transportation and other related selling expenses. The drastic rise in freight
prices and logistical challenges for outside sales teams have raised awareness in using
internal telemarketing groups to monitor the prices of the selling process. The classic

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Inside and Outside Sales
example of route salespeople who move stocks from the warehouse to store and order new
stocks. With growing shipping costs, they are inevitably faced by several smaller accounts,
which now outweigh the costs they generate. In these circumstances, it is important to lower-
cost policies and strategies such as the use of inside sales teams within telemarketing offices
and providers, enable them to continue to provide service to their clients while sustaining a
reasonable level of account lucrativeness. In this journal the main task of the internal sales
team is to continuously deliver a revenue contribution that is equal but at a decreased
expense, to the revenue contribution previously created by an outside sales department
(Gottfried, Ambrose & Plank, 2017). The needs of internal sales teams in their internal
market are: organizational resources, computing and telecommunications infrastructure,
participants recruiting and preparation, investments in one or more sales teams within the
sales group are typically intended to be a multiannual initiative. Sales teams may operate on
internal or external consumer services. The difficulty of an effective internal selling plan can
be considerable. An external sales department emphasises face-to-face communication
strategies which is likely to cultivate a closer relationship with the clients and prospects.
Therefore the company ensures to be aware of having better odds of completing transactions
than an internal selling department. Whereas the inside sales organizations is common
applications which include ordering, inventory information, sales leads production &
certification, marginal accounts management and recruitment of local sales members (Lim,
2019). Once selling management by the existing selling personnel is trained, new business
creation converts the customers and sales relationship continuity is the relationship-building
and monitoring practices that businesses tend to build by an outside salesperson. Due to the
costs of transport and transportation are very substantially higher, more accounts are defined
clearly because moderately competitive accounts as the costs of closing of transactions or
account management by an external sales force grow more than the profits from such

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Inside and Outside Sales
accounts increase. The implications of converting non-marginal accounts into marginal
accounts mean that accounts previously seen by the international sales force would no longer
be visited for purchases. An internal sales department may now take up responsibility for
handling these residual accounts (Yayah, Ghauth, & Ting, 2017). The disadvantages of this
journal is that the inside selling department fails to produce enough income on these
contracts. The other choice is to reduce the burden of an internal sales department and
avoiding handling small accounts aggressively. A decision not to represent marginal
customers that renounce the income of the company. Especially as the prices continue to
deteriorate. It is difficult to reduce marginal customers, so there will be no clients left in the
long run. Successful low-cost systems such as internal sales teams need to be established
(Singh et al., 2019).
So after analysing both the aspects of inside or outside salesperson from the journal it
is evident that in business to business mode internal sales are gaining more popularity due to
their cost management strategies and business intelligence tools which help in cost
management of inside sales program and also allows to realize that consumers are beginning
to manage their buying process when enough reports have been produced which signifies that
the market trend is changing from market-managed to customer-managed product design.
Inside sales agent will be warned as to who these clients are and fortified to help them in their
continuous transition to a 100 percent buyer-managed sales process.

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Inside and Outside Sales
Reference
Chapman, G. (2018). Inside Sales vs. Outside Sales & The Evolving Art of Communication.
Gottfried, A., Ambrose, S., & Plank, R. (2017). Inside SalesForce and Gender: Mediating
Effects of Intrinsic Motivation on Sales Controls and Performance. Journal of
Selling, 17(1), 20.
Idrees, R. N., Waqas, M., Naqvi, I. H., & Imran, A. (2018). Strategic Human Resource
Management Function and HR Staffing: A Case Study of Telecom
Sector. Paradigms, 12(2), 153-160.
Lim, Y. (2019). Two essays on new B2B sales incentive mechanisms for enhancing selling
effectiveness and coordinating inside and outside sales forces (Doctoral dissertation,
University of Missouri--Columbia).
Singh, J., Flaherty, K., Sohi, R. S., Deeter-Schmelz, D., Habel, J., Le Meunier-FitzHugh,
K., ... & Onyemah, V. (2019). Sales profession and professionals in the age of
digitization and artificial intelligence technologies: concepts, priorities, and
questions. Journal of Personal Selling & Sales Management, 39(1), 2-22.
Yayah, F. C., Ghauth, K. I., & Ting, C. Y. (2017). Adopting Big Data Analytics Strategy in
the Telecommunication Industry. Journal of Computer Science & Computational
Mathematics, 7(3), 57-67.

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Inside and Outside Sales