1606

Problem

Christine Lojacono started as a Xerox sales rep several years ago and is now a key account manager, directing activities for five key accounts. Compare the nature of the job and the nature of the selling task for a key account manager with those of a field sales representative.

Step-by-step solution

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Step 1/3

CL is working with X corporation as a sales representative. At the time when her job was as sale representative then her job responsibilities included meeting customers, providing product knowledge, convincing them about the usability of the product and converting the prospect in to sale.

Step 2/3

Now, CL has been promoted to the position of key account manager in X corporation and has been in charge of directing five key accounts.

Responsibility changes when an employee is promoted to a higher position. Therefore, there are changed set of priorities for CL as key accounts manager with respect to the responsibilities performed as a sales representative.

Step 3/3

Key accounts represent the major businesses for the organization. These organizations are generally responsible for buying large volume of product for the company.

Thus, the responsibilities related with handling of key accounts increases when there is a transition taking place between being a sales representative and a key accounts manager.

The key account manager would be responsible for handling all the sales related activities of the key accounts. The key account manager would also be responsible to ensure that the company is able to retain the customer once the subscription or the demand ends.

Thus, above are some of the points that compare the nature of job of a sales representative and that of a key accounts manager.