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

I am a corporate librarian. This book was recommended to me by one of our top marketing people because it has chapters on gathering and leveraging information about your clients. While it didn't give me any new tips on how to do research (that's not what it's about), it gave me great insight into what type of information my internal clients need and how they will use it. I recommend this book to sales managers, but also to anyone who supports sales managers.

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!