Learn to effectively manage your global accounts from global account authorities! With practical and proven insight for developing and maintaining a global account program, "Managing Global Accounts" delivers invaluable tips for selecting global accounts, developing line organization, securing senior management commitment, finding effective account managers, demonstrating value, optimizing the global account relationship, and more.
Sprache
Verlagsort
Verlagsgruppe
Zielgruppe
Maße
Höhe: 231 mm
Breite: 157 mm
Dicke: 30 mm
Gewicht
ISBN-13
978-0-324-40076-2 (9780324400762)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Klassifikation
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.
