Comment / The US Line: Is Account Management the new Sales?

ID 51068093 © Jakub Jirsak | Dreamstime.com

In my debut column last year, I asked: “Where have all the great salespeople gone?” 

I am still asking the same question this year, but I have also noticed another trend in freight forwarding here in the US.

I am not going to say that account managers have replaced salespeople, but they are definitely having a much greater impact these days. 

In the past, their focus was on the very important matter of business retention, but now I’m hearing ...