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Sales & Retail vocabulary · Account Management

Account mapping

Meaning in sales & retail, with examples

nounAdvanced term

In sales & retail, account mapping means: Identifying the people, relationships and influence within a customer organisation to guide sales work.

In Turkish: müşteri organizasyonunun haritalanması

How it is used

Use to describe who influences a purchase and how contacts relate; job titles alone may not show influence.

Example sentences

  1. Account mapping showed that the regional engineer influenced every equipment shortlist.

    Mapping reveals influence that may not appear in the formal approval chain.

  2. After the merger, we repeated account mapping before proposing a group-wide contract.

    Changes in organisational relationships can make an earlier map unreliable.

Common collocations

  • account mapping exercise
  • account mapping workshop
  • decision-makerThe person in a company who has the authority to approve a purchase and sign the contract, such as a director or the owner.
  • key accountOne of a company's most important customers, usually because of the size of its orders or its strategic value, which gets special attention and a dedicated manager.

More terms: Account Management

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