Choose continuation and reopen only the affected work

MKT.7 compares supported continuation, restoration, pause and ending against present usefulness and outstanding commitments. A new sale requires a newly worthwhile contribution. Owed support remains owed even if the customer declines expansion.

Suppose the agreed scanner installation works, yet improved identifier preparation elsewhere removes the reason to expand it. Reconsider the benefit and alternatives; more persuasion or training would repeat a settled question. The warehouse can end optional expansion while existing commitments are fulfilled.

Other changes select different returns. A departing sponsor changes access and authority; a newly competitive device changes the comparison; unavailable storage changes the proposed consumables arrangement; lost support changes the start or restoration; failure to perform with adequate inputs changes the capability question. Preserve the other warranted answers. Several preparations can continue together when their inputs and shared resources permit.

This application adapts the historical construction in Neil Rackham’s Major Account Sales Strategy (1989), especially Chapters 2–9: preparation and revision between encounters, the internal passage of a case, criterion strategies, concerns, negotiation and implementation. Rackham’s commercial objective includes winning and expanding accounts. Here the receiving result also permits declining an unsuitable purchase and ending optional work; selectively intensifying dissatisfaction or redefining criteria to favour the seller is not adopted as sufficient justification. The cases explain a construction under stated conditions, not its empirical superiority. The related MKT.4 source comparison qualifies the criterion and negotiation contributions; the Reference and supplying methods develop the other connected operations.