This PAS provides guidance on the design and implementation of inside sales management (ISM) including all relevant inside sales activities (ISAs), as part of an overall sales strategy.

This includes selling through the use of all methods for communication at a distance, including:

It is applicable to all sizes of organization operating in business-to-business sectors in all industries. It is intended for use by senior managers, especially those responsible for sales strategy.

This PAS does not address management of field sales activities (i.e. face-to-face meetings with customers).