Introduction Major accounts are not just big little accounts; they are qualitatively different from transactional accounts. They exist in a dynamic environment where market demands, competition, and government regulations are constantly changing. Because the status quo is short-lived, how customers buy, what they buy, and what they are willing to pay for it are shifting constantly. On the selling side of this equation, the sales process is long, involves multiple players on their side and yours, and almost always includes a competitive threat. Mastering Major Account Selling explores the best practices for eight business development competencies required to win major account business.