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Contents of this newsletter:
1. Selling styles in major account selling
What's the difference between major account selling and major account management? Is the distinction real or only different terminology for various facets of the same job? Or are they entirely different positions with different skill sets? In my view, under most circumstances, the words are more than skin deep. They represent two separate roles usually filled by two different people with entirely different but complimentary personalities and skill sets.
We've talked a great deal here about the importance of planning, strategy, and execution in successful major account selling. They are all key. And yet, youve heard the infamous expression, "Nothing happens until somebody sells something." That somebody is the major account salesperson who initiates the relationship and gets commitment to get it started.
So, major account selling has to do with opening up the relationship. It is practiced best by a crusading salesperson who opens doors and initiates new relationships with new peopleor new relationships with familiar people (existing customers). The hallmark skills of major account selling are rapport building, persuasion, and the ability to get commitment.
Major account management, on the other hand, is about fulfilling the commitments of the relationshipkeeping promises and making things work. These are the skills of a planner, thinker, and implementer who fulfills the role of the major account manager. The following descriptions from our first newsletter in this series are characteristic of new account salespeople vs. major account managers.
Both descriptions are of real major account salespeople. Both describe different functions of major account sales activity that occur during different stages. And, perhaps more graphically than any other example, they are evidence of why major account selling and management is a team sport, not an individual achievement by a star performing salesperson.
Do both skill sets ever come together in the same person? Yes, but it is not common. We live in the era of specialization and this is no exception. He or she who tries to be all things to all people usually winds up being nothing to anybody.
Don't send the wrong person out to do the wrong job or you'll either have a program with no customers or dissatisfied customers and a terrible mess on your hands.
2. The Platinum Rule
A book and self test on personality types by Tony Alessandra
3. Hunters and farmerskillers and cookers
A SalesLinks Bulletin article by Jack Carroll
4. Assess yourself online
Sales work styles self assessment from Acumen International
5. Using the web in major account selling
Major Accounts Sales website by Novell Corporation
6. Just for fun
A card trick on your mind
Major Accounts Bulletin archives: Subscribe to the Major Accounts Bulletin (if you
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