Selling to Major Accounts: Tools, Techniques, and Practical Solutions for the Sales Manager

Rating:
Summary: Great info on national account management.
Review: An excellent book on national account management that emphasizes 'customer delight' as a primary sales goal. I like how the author covers the foundations and then moves through planning to implementing the account plan. Lots of charts, tools, and minicases clearly illustrate the concepts. A must-read for the sales professional!