Understand Characteristics of Major Account Selling Strategies in Whole Lifecycle, thus to<BR>Shorten bid-to-win ratio<BR>Shorten selling cycles<BR>Minimize discounts and negotiated concessions<BR>Establish clear, unique business value with the customers<BR>Reduce selling costs through more effective sales strategies<BR>Increase sales per employee<BR>-　Develop expected relationship with the customers. Eg. Strategic Partnership etc.<BR> <BR>