Business markets typically exhibit high levels of concentration in which a small number of large buyers account for most of the purchases. The fact that business buyers tend to be larger in size but fewer in numbers can greatly impact a salesperson’s selling plans andperformance. For example, a salesperson selling high-grade industrial silicon for use in manufacturing computer chips will find that his or her fate rests on acquiring andnutturing the business of one or more of the four or five dominant chip makers around the world. For example, Intel remains the dominant leader in this industry achieving a sales level that the three times that of the second,third, or fourth largest manufacturers. The concentration and size gaps are even more evident