The inexorable move towards an inside sales model in the field of business-to-business sales: an analysis from the service-oriented sales perspective

This study examines the field of sales, more specifically the inside sales approach from a business to business perspective. It shows how it came to be the main sales format and moves forward to highlight the transition from field sales (outside sales) to inside sales. This paper it is key to understand where sales, as a business activity, is moving towards and what factors influence changes from a sales point of view, with the objective of increasing the success of sales departments inside service providers companies. This dissertation answers the question of which are the different key factors that have impacted the sales field in the past few years and has pushed traditional sales models to a change of direction. Some of the factors taken under analysis being: technology, gender equality and a more ethical buyer-seller relationship. It is stated that companies that do not change and adapt in their sales methods become stagnant and so their profits. A move towards an inside sales model in the field of business-to-business sales has been happening for a couple of decades and this research helps clarify and proactively map these changes for the benefit of service providers companies. The research method that this study implements is mainly qualitative, the objective is to confirm in the literature what are the main factors that can cause a shift in business to business sales methods. Different people from different levels of sales departments have also been interviewed, with the aim of providing insights on the different topics that this study expects to be factors in the future changes of sales departments. This research finds that mostly technology, alongside stronger ethical behaviour and society moving towards equality between men and women in sales, are aspects that keep influencing sales structures and will keep doing so in the foreseeing future