Written from the salesperson's perspective this text includes such timely subjects as: the new selling environment; creating a vision for a major account over the long term, including using Internet technology; pursuing customers in non-traditional ways; defining and measuring value to the customer (both qualitative and quantitative value); introducing the role of technology in providing new, highly intuitive sales performance and coaching tools along with just-in-time training using Web-based applications; aligning marketing, sales, and human resources practices to create a world-class...