Since its commercialization in the mid-1990s, the Internet has become one of the most revolutionary forces in history to hit business in general and B2B (including ‘industrial’ and ‘services’) markets in particular. Despite the importance and gravity of the Internet in the context of the B2B sales force, systematic study of the Internet’s impact on B2B sales force size and structure is sparse. Our objectives in this chapter are twofold: (1) to review and document how the Internet is used in B2B buying and selling today; and (2) to conceptualize the Internet’s evolving impact on sales force size and structure with propositions for further investigation.