Sales administrators and sales managers usually oversee the creation
and maintenance of accounts by their teams. All team members (end
users) can create an account and update account information.
The following information lists the roles and responsibilities
related to account procedures.
| Role |
Description |
Administrator |
Sales administrator or sales manager
Determines what information is required for an account. - Determines what account information is visible to each member
of the sales force.
Reviews and analyzes account activity to measure performance
and improve sales effectiveness. Reviews account hierarchies developed by the sales staff. |
End User |
Customer service representative
Performs call center activities, primarily responding to customer
inquiries and sales order requests. Creates accounts for new customers, including the required
key information for an account. Updates accounts for existing customers. Understands relationship between accounts and associated contacts. Creates account hierarchies. - Understands account hierarchies and relationship of accounts within
hierarchy.
|
Sales representative
Focuses on outside sales and customer relationship management. - Creates accounts for new customers, including the required key
information for an account.
Updates accounts (such as creating a sales opportunity), creates
sales orders, and tracks service requests or trouble tickets. Creates account hierarchies, designating parent-child relationships
among an organization’s accounts. |