The Field Sales Representative (FSR) develops and grows revenue from the sale of tax and accounting research products that meets or exceeds an assigned quota. Customers include accounting firms, law firms or law departments with tax-related specialization, and corporate tax and accounting departments. FSR accountabilities and activities include:

  learning and staying well-informed on the complex and comprehensive tax and accounting research product line;

  establishing, updating and managing target account lists and sales pipeline information;

  following a rapidly paced and comprehensive sales process to develop new and expand existing customer accounts. The sale process entails:

―      cold calling,

―      customer need diagnosis

―      solution configuration and pricing

―      clear and compelling articulation of product features, benefits, value, and relative positioning to competitive products.

―      in-person presentations and demos/training

―      closing sales and processing orders

  managing time and resources effectively;

  and contributing to sales planning and forecasting activities.

Compensation:

  Base Salary:                                                                 $  45,000

  At Quota:                                                                              $120,000

  Average Compensation earned by top 20% (2008):           $189,000
  Average Compensation earned by top 10% (2008):           $206,000