In an increasingly complex and competitive marketplace, the successful sales representatives are those who know more about their customer's business than the competition and can use that knowledge to gain the competitive advantage. This series, Territorial Account Sales Skills, is designed to give you the skills you need to effectively identify and develop customers in your sales territories. The process presented in the series rests on three fundamental skill sets--researching your customer's business, effectively communicating with the right people at your target accounts, and delivering sales presentations that help close on your desired outcome. These skills are critical for developing long-term sales opportunities with your target accounts. By implementing the territorial account sales approach, you'll be able to create and keep valuable customers.