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Internal Sales Methods

FastTrac, Kauffman Foundation

In an internal sales method, teams of employees market and sell your company's products exclusively. The advantage of using an internal sales method is that your company has control over the sales process, pricing, customer service, and relationships with the customer. The primary disadvantage of using internal sales methods is that your company carries the sales costs until the customer pays for the product or service. Another disadvantage is that your sales revenue depends on the size of the internal sales team. If you use a solo approach, all revenue depends on you.

The following are the most common types of internal sales methods:

Solo Approach—You sell the products or services yourself. Initially, you may do so out of necessity if you did not have enough profit to pay commissions or salaries. With the many roles you need to play in your business, you will eventually consider other methods to increase your sales volume.

Direct Sales Force—Internal salespeople, also known as a direct sales force, work directly for you and are paid straight salary, salary plus commission, or straight commission. The advantage of using a direct sales force is that they are full-time employees. You can orchestrate their sales efforts and monitor their activities closely. You have more control in training them to sell, price, and support the product or service. The disadvantage is the expense involved in maintaining a full-time sales force. You have to pay salary, travel, office support, and benefits for each salesperson.

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