Field Sales

The team of sales representatives who visit retail stores to verify in-store execution, build relationships with store managers, take orders, and implement point-of-sale materials. In FMCG, field sales is the critical link between the commercial plan agreed at head office and what actually happens on the shop floor.

Why it matters

Field teams see what is really on the shelf, not what was agreed at head office. Their visit data shows the KAM which stores need action and whether promotions and placements were delivered.