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LinkedIn Learning

Field Sales

via LinkedIn Learning


Learn what it takes to be a field sales representative. Explore the challenges and rewards of working from the field.

While the life of a remote field rep can be difficult for some, others thrive when faced with the challenge of working independently. In this course, sales coach Dean Karrel explores the challenges and rewards of working from the field. He explains the basics of managing your sales territory, including the importance of being organized and managing your time well. He also covers how to best work with your manager, as well as how to manage the challenges and opportunities you may encounter when working remotely. Plus, Dean helps you understand the psychology of a field sales rep, so you can assess for yourself if this is the right career for you.


  • Welcome
1. Territory Management
  • The sales process is the foundation
  • Running a small business
  • Organization and time management
  • Account coverage and account support
2. Your Manager and the Home Office
  • You and your manager
  • Communication is the key
  • CRM software
  • Marketing with all departments
3. Psychology of a Field Representative
  • Managing the work-life balance
  • Challenges of working remotely
  • Perceptions others have
  • Advancement and promotions
  • Wrap-up

Taught by

Dean Karrel

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