I am interested in hearing the comments from people who does "service" sales in part time or full time. Job: gain new accounts, gain additional business from current or inactive accounts, and some customer maintenance (but, strong emphasis in new account development) in wide territories. Do you go along with this arrangement? 1. you burn your midnight oils to search prospects on directories (book or internet) 2. you qualify it by initiating contacts. 3. you develop business relationship with new contacts (including lots of on the road hours and traveling) 4. you gain a first order of business 5. you have to turn it over to someone else so that he/she can make it his/her own account thereafter Instead of keep developing more business from this account, you are asked to give it to someone else at the company (maybe a local smaller branch or some one who are not too good at reaching that successful first order) Because this is a complex subject, I just simplified it. I am interested in hearing from others on the "concept" of the above arrangement. My opinion: I don't like it. If I initiate and gain accounts for the company, there is no point letting someone (who are not above my rank in the company) who has not even earned this business to take over so that he/she can use this account to increase his/her own job performance (note: once you have a new order from a new customer, you have a good chance getting more orders and new businesses). Also, it would be counter-productive for successful sales management.