The business relationship is of utmost importance. The value of the business relationship grows out of grooming the process. Each phase unfolds over time. As promises are kept the business relationship grows. Quantifying these benefits and working together to achieve them is the heart and soul of the major account relationship.
People always ask if major account selling is a selling position or a managing position.
The answer is that it's both. The hallmark skills of major account selling are rapport building, persuasion, and the ability to get commitment. These are the skills of a planner, thinker, and implementer who fulfills the role of the major accounts manager . It's a rare individual who covers the most important ground on both sides of the ledger. A team operation Teams dominate both the selling and buying sides of a major account sale and operate best in a cooperative or collaborative mode.