What Does Field Force Mean?
A field force refers to the agents, managers, and other staff who work in local offices to try to drum up sales of the insurer "in the field." A field force is different from a sales force which tries to create sales primarily through online means, or through telephone calls.
Insuranceopedia Explains Field Force
In order for an insurance company to optimize its sales, it is helpful for it to have a field force as well as a force which tries to make sales online or over the phone. The benefit of field forces is that they can go into local areas and try to make sales on the ground. Therefore, an insurer may have a headquarters in Boston, but may have a field force in Hartford, Connecticut at a local office in order to try to generate business in Hartford.