The Role and Reality of Field Sales

This lesson defines what field sales is, why it still matters, and what makes it different from inside sales or purely digital selling. Professor Charles Knight frames field selling as a disciplined, territory-based role built around face-to-face trust, local market knowledge, and consistent execution.

Learners will examine the daily reality of the job: travel, planning, prospecting, customer visits, follow-up, pipeline discipline, and the emotional demands of working away from a desk. The lesson also introduces the core mindset of a strong field seller: commercial curiosity, reliability, resilience, and respect for the buyer's time.