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Sean Norris
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3. Clear Your Schedule (and your wallet)
Morsch cited time and cost as the two biggest challenges in working with large accounts. "The sales cycle can be four to five times longer for large accounts compared to small- or medium-sized ones," she said. "Also, many larger accounts require compensation of some kind to do business with them—for example, rebates or discounts. This has to be factored into the overall cost of the sale."
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Sean Norris
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Sean Norris is editor-in-chief for Promo Marketing. Reach him at snorris@napco.com.
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