Managing Global Accounts (American Marketing Association)
An indispensable how-to book for CEOs who lead global companies and, even more importantly, for those who aspire."Implementing global account management is not easy. In a unique partnership of the business world with academe, Capon, Potter, and Schindler lay out a comprehensive roadmap for developing a global account program. If you are trying to support your global customers, I recommend you read and use this book. You will save yourselves time and many missteps as you learn from the myriad of insights the authors provide."I’ve seen it from both sides of the desk. Increasingly all firms are impacted by globalization. Key account management is tough enough--managing global accounts is even tougher. Capon, Potter, and Schindler lay out a comprehensive roadmap for managing global accounts. Done right, global account management provides value to supplier and to global customer. The authors show how to do it."This book addresses a very important topic in customer management and will undoubtedly become an essential component of every global account manager’s toolkit.  The authors offer a clear step-by-step guide on how managers can proactively conceive, design, and implement effective and profitable global account management programs.