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| Title: | US_SALES_SERVICE |
| Notice: | Please register in note 2; DVNs in note 31 |
| Moderator: | MCIS3::JDAIGNEAULT |
|
| Created: | Thu May 16 1991 |
| Last Modified: | Tue Sep 03 1996 |
| Last Successful Update: | Fri Jun 06 1997 |
| Number of topics: | 226 |
| Total number of notes: | 1486 |
11.0. "Glossary of Terms as of 25-April-91" by GERBIL::MURPHY (Sue Murphy MKO2-2/D14 dtn:264-0723) Thu May 16 1991 18:43
I N T E R O F F I C E M E M O R A N D U M
Date: 25-Apr-1991 05:17pm EDT
From: Carolyn Hetrick @MRO
HETRICK.CAROLYN
Dept: US FINANCE
Tel No: DTN: 297-9160
TO: See Below
Subject: REVISED GLOSSARY
ACCOUNT INFORMATION PROGRAM - GLOSSARY OF TERMS
-------------
DIRECT SALES:
-------------
SALES REPRESENTATIVE
SR0 Sales representative dedicated to one account
SRS Sales Representative responsibile for a set of
accounts
SR% Sales Representative assigned to a part of an
account
PSS Product Sales Specialist expert in a specific
product or technology such as workstations or 9000
OTHER Sales Representative expert in alternate sales
channels or administration or new specialities
needed by the selling team
ACCOUNT MANAGER (AM) - LEVEL 1 - replaces Sales Unit Manager (SUM),
Strategic Account Manager (SAM), and National Account Manager (NAM)
AM0 Account Manager responsible for one complex account
with P&L responsibility
AMS Account Manager resonsible for a set of accounts -
customers, prospects, or a combination - with P&L
responsibility
AM% Account Manager responsible for a portion of an
account with no P&L responsibility
PSSM Product Sales Specialist Manager responsible for
ensuring technical vitality, functional excellence
and career guidance for the various Sales
Specialists
----------------
SALES SPECIALIST
----------------
SALES SPECIALIST (SS) replace Sales Support
CSSS Sales Specialist expert in Customer Service
products and services
EISSS Sales Specialist expert in System Integration or
Customer Training Services
SSS Sales Specialist expert in specialized hardware and
software technology or in applications or in a
market segment
----------------------------
DIRECT SALES COST PER PERSON
----------------------------
ACCOUNT GROUP MANAGER (AGM) - LEVEL 2 - replaces District Sales
Manager (DSM), Corporate Account Manager (CAM), Federal Account
Manager (FAM), National Account Sales Manager (NASM)
AGM0 Account Group Manager responsible for one large
complex account with P&L responsibility
AGMG Account Group Manager responsible for a collection
of customer and/or prospects
AGMI Account Group Manager responsible for a specific
industry with primary interface to the MBU
AGMP Account Group Manager responsible for a major
project or program
-----------------------
DIRECT ACCOUNT OVERHEAD
-----------------------
OPERATIONS (OPS) "Helps make the deal" and gets the resources in
the right place at the right time to fill the order
ACCOUNT VICE PRESIDENT (AVP) - LEVEL 3 - replaces Regional Sales
Vice President (RSVP) and Account Sales Vice President (ASVP)
AVPI Account Vice President responsible for an industry
portfolio of accounts
AVPX Account Vice President responsible for Account
Selling Teams (ASTs) covering end user accounts in
small and medium size enterprises across many
industries
4 S MODEL is the Model which the Account Manager would use to
SELL, SOLVE, SERVICE, AND SUPPORT the Customer.
ACCOUNT SELLING TEAMS (AST) are the resources which the Account
Manager would utilize to work with the customer. Composed of Sales
Representatives, Sales Specialists, Operations plus other people as
needed by the team.
PRODUCT SALES SPECIALIST TEAM (PSST) is a skilled group of people
organized to sell products such as 9000 or workstations or specific
application software. Pool of resources to be utilized by ASTs.
RED LINE person for whom you work (account plan)
BLUE LINE person to whom you report
25-Apr-1991 Thu 17:47
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Name | Date | Lines
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