Outside sales representatives call on clients and prospects at their homes or offices. They may have an appointment, or they may practice cold calls, arriving without an appointment. Inside sales representatives work on their employer's premises, assisting individuals interested in the company's services. Telemarketing sales representatives sell exclusively over the telephone. They make large numbers of calls to prospects, attempting to sell the company's service themselves, or to arrange an appointment between the prospect and an outside sales representative.
Some sales representatives deal exclusively with one, or a few, major clients.
Despite the diversity of services being sold, the jobs of all services sales representatives have much in common. All sales representatives must fully understand and be able to discuss the services their company offers. Also, the procedures they follow are similar. Many sales representatives develop lists of prospective clients through telephone and business directories, asking business associates and customers for leads, and calling on new businesses as they cover their assigned territory. Some services sales representatives acquire clients through inquiries about their company's services.