Peter Drucker, the well-known business consultant and author, captured a fundamental business truth when he said, "The purpose of business is to create and keep a customer." In today's fast-paced, globally interconnected world, customers are savvy and knowledgeable, so the old way of creating customers just won't work. Customers are wary of being "sold" to--they want you to understand them, and they expect you to provide solutions to their problems. This series, Strategic Account Sales Skills, is designed to give you the skills you need to effectively create customers at major, national, or global accounts. The process presented in the series rests on three fundamental skill sets--understanding your customer's business, gaining access to the right people, and delivering high-impact sales presentations. These skills are critical for developing long-term, strategic sales opportunities. By implementing the strategic account sales process, you'll be able to help your company--and yourself--create and keep valuable customers.