The account sales force organization is a sales management structure in which salespeople specialize in selling to specific accounts, customer groups, or industries, rather than by geographic region or product. This structure is a response to the complexity and specific needs of large corporate accounts.
The advantage of this approach is that the sales representative gains in-depth expertise in the needs and processes of the account or industry, allowing him to act as a strategic consultant. This leads to stronger relationship building, better understanding of problems, and higher satisfaction of key accounts.
