Commercial models – Definitions

Understanding the Commercial Models

Some opportunities naturally overlap and may include elements from more than one category. Simply select the option that best reflects your overall setup.

Your choice will not affect how your opportunity appears on Salesagents.uk. It is used internally by our team to better understand your requirements and target the most relevant candidates.

You can update your selection at any time.

1️⃣ Agency & Partnership Models

These are independent commercial relationships.
The representative operates as a business, not an employee.

Independent Sales Agency / Agent

  • Granted rights to represent the principal/company
  • Often territory-based
  • Responsible for developing new business and managing accounts
  • Operates with a high degree of commercial autonomy
  • Often already active in the industry, with existing contacts and customer relationships
  • Typically commission-based; in some cases, a retainer may be considered for longer or more complex sales cycles
  • Typically a long-term partnership model

This is the classic commission-based sales agency arrangement.

Reseller / Distributor

  • Buys at trade price
  • Sells at margin
  • Controls pricing and invoicing
  • Higher commercial control and risk

More transactional and margin-based than commission agency.

Affiliate / Referral Partner

  • Introduces leads or traffic
  • Earns commission on successful referrals
  • No exclusivity
  • Typically lighter commitment

Low-touch, often digital or add-on.

Franchise

  • Structured business model under brand
  • Often upfront fee and defined system
  • Territory and operational framework
  • Much more prescriptive than agency

This is structurally different from the others because the brand controls more of the model.

2️⃣ Managed / Contract Sales Roles

Still self-employed, but operating inside a defined framework.

Less entrepreneurial freedom. More execution-based.

Appointment Setter / Lead Generator (remote)

  • Responsible for generating qualified meetings or sales-ready leads
  • No closing responsibility
  • Typically works within a defined framework and process
  • Company usually provides prospect lists, CRM access, and sales support
  • Performance measured against agreed KPIs

This is a structured execution role focused purely on pipeline generation.

Sales Closer (remote)

  • Converts qualified leads
  • Works within defined sales process
  • Often inbound or pre-qualified

Execution role.

B2C Field Sales Representative

  • Face-to-face consumer sales
  • Territory or postcode assigned
  • Location dependent

Operational field sales.

Fractional Sales Representative

  • Part-time / fixed-term
  • Retainer, day rate, or hybrid pay
  • May cover strategy + pipeline + closing

Bridge between agency and employment, but time-bound.

3️⃣ Employed Sales Positions

Traditional employment structure.

Employed Sales Representative

  • Salary + commission
  • Company benefits
  • Assigned territory

Employed Account Manager

  • Salary-based
  • Focus on managing and growing existing accounts