Managing global accounts
Subtitle: nine critical factors for a world-class program
By: Noel Capon, Dave Potter, Fred Schindler.
Contributors: Potter, Dave, 1942-; Schindler, Fred.
Publisher: Texere; Thomson
Published: 2006
Place of publication: Mason, Ohio
Language: eng
Number of pages: 268
Subjects: Customer relations -- Management; Sales management; International business enterprises -- Management
Notes: Includes bibliographical references and index.
Table of contents: title: Globalization and global customers; title: Critical success factors for global account management; title: Establishing the scope of global account management; title: Securing senior management commitment; title: Nominating and selecting global accounts; title: Developing the line organization for global account management; title: Securing effective global account managers; title: Developing effective global account plans; title: Global account management and company infrastructure; title: Demonstrate the global account program's incremental value to the firm and global account; title: Alignment in global account management.