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
Edition: 2nd ed.
Publisher: Wessex
Published: 2008
Place of publication: Bronxville, NY
Language: eng
Number of pages: 256
ISBN-13: 9780979734434
Subjects: Customer relations; Management; Sales management; International business enterprises; Ventes; Gestion; Entreprises multinationales
Notes: Includes bibliographical references and index.
Table of contents: title: Globalization and global customers --; title: Critical success factors for managing global accounts --; title: Establishing the scope of global account program --; title: Securing senior management commitment --; title: Nominating and selecting the "right" global accounts --; title: Designing the line organization for managing global accounts --; title: Securing effective global account managers --; title: Developing effective global account plans --; title: Establishing the supporting organizational infrastructure --; title: Demonstrating the global account program's incremental value to the firm and to the global account --; title: Aligning critical success factors in managing global accounts.