Global account management
Subtitle: a complete action kit of tools and techniques for managing key global customers
By: Peter Cheverton.
Publisher: Kogan Page Limited
Published: 2006
Place of publication: London; Philadelphia
Language: eng
Number of pages: 242
Subjects: International business enterprises -- Management
Notes: Includes bibliographical references and index.
Table of contents: title: Introduction; title: Defining "global"; title: Truly global, or just plain international? ; timing your global response; title: Handling the "would-be" globals ; taking the leap "upstairs"; title: The particular challenge of gam; title: Organizational and structural complexity ; authority ; the irrationality of senior managers (no, really) ; culture ; geography and time zones; title: Innocents among wolves, and other "deadly sins"; title: The critical success factors; title: Making it happen; title: Getting the big picture; title: Opportunity chain analysis ; business driver analysis ; the shared future analysis ; a postscript; title: Understanding the global buyer; title: The global buyer's ambitions and purpose ; buying power, pricing and terms ; operational efficiencies; title: organizational structure ; supply chain management; title: making it happen ; supplier management; title: rationalization, positioning, and key/strategic suppliers ; protecting your investment ; postscript; title: some deadly realism; title: Understanding the customers decision-making process; title: The types of DMU ; DMU analysis; title: the toolkit; title: Managing the global touch points; title: Influencing strategy ; service provision strategy ; the invisible interactions; title: Getting the board on board; title: Champions and enablers ; leadership, empowerment and coaching ; participants; title: The global account manager; title: rarest of breeds?; title: The skills for the task ; managing teams ; coaching ; authority ; the global account manager; title: a sales professional?; title: Making it happen; title: structure and the persuasive process; title: Some "guidelines" ; making it happen : the "persuasive process"; title: Performance and reward; title: Right performance, right reward ; measuring the reward; title: customer profitability; title: Getting it right; title: The global account plan; title: Harnessing the strengths of cultural diversity; title: Cultural preferences ; what goes wrong? ; what must go right? ; cultural preference; title: the 16 scales ; forging a competitive advantage; title: Next steps, and getting further help; title: Value propositions ; insight marketing and people ; further reading; title: Index.