Title:
Managing global accounts : nine critical factors for a world-class program
Personal Author:
Publication Information:
Mason, OH : Thomson, 2006
ISBN:
9780324400762
Added Corporate Author:
Available:*
Library | Item Barcode | Call Number | Material Type | Item Category 1 | Status |
|---|---|---|---|---|---|
Searching... | 30000010134548 | HF5415.5 C36 2006 | Open Access Book | Book | Searching... |
On Order
Summary
Summary
Capon (Columbia University), Potter (formerly with Xerox), and Schindler (formerly with IBM) assert that firms must come to grips with globalization challenges by developing appropriate strategies, organization structures, and business practices for managing global customers. The nine critical strategies they identify include securing effective glo
Table of Contents
| Chapter 1 Introduction |
| Chapter 2 Critical Success Factors for Global Account |
| Chapter 3 Establishing the Scope of Global Account Management |
| Chapter 4 Securing Senior Management Commitment |
| Chapter 5 Nominating and Selecting Global Accounts |
| Chapter 6 Developing the Line Organization for Global Account Management |
| Chapter 7 Securing Effective Global Account Managers |
| Chapter 8 Developing Effective Global Account Plans |
| Chapter 9 Global Account Management and Infrastructure |
| Chapter 10 Ability to Incremental Demonstrate Value to the Company and the Client |
| Chapter 11 Alignment |
| Chapter 12 Optimizing the Global Account Relationship |
