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Because they are global accounts and because they do bill over one million dollars annually in net new revenue, that justifies a dedicated sales person responsible for their account. Several accounts, according to the size and the net new revenue that they generate requires sales executives in many specialties to support their account. [One company], for instance, has three international sales executives. They have two corporate net sales executives, and they have two data sales executives. So a sales executive basically marries. There is a union between the sales executive and the customer from start to finish and they're dedicated to that account for their tour with AT&T.
Documented evidence does state that people buy from people. You are more apt to open up, tell what your goals and objectives are, tell what your problems are, the obstacles that you may encounter as a customer in achieving your own goals. The responsibilities of the sales executive is to help that customer achieve those goals. It's mutually beneficial for the customer as well as AT&T.
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