Primer on Major Account Selling

by Brian Jeffrey

Here’s an excerpt from ┬áthe eBook . . .

Major account selling is the assigning of a salesperson or sales team to uncover and manage sales opportunities within high-potential accounts.

The formula for sales success in major accounts is:

MAS = AM + OS + OM

Major Account Selling =
Account Management +
Opportunity Seeking +
Opportunity Management

The real secret is not in the formula itself but in appreciating the fact that all three elements of the formula have equal importance and must be handled in a professional manner if you are to be successful in selling to major accounts.

Your success will depend on how well you accomplish the three key elements: account management, opportunity seeking, and opportunity management. Doing all three well doesn’t guarantee success but leaving out any element seriously lowers your chances of making a sale.

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