Managing global accounts nine critical factors for a world-class program

Globalization and global customers -- Critical success factors for managing global accounts -- Establishing the scope of global account program -- Securing senior management commitment -- Nominating and selecting the "right" global accounts -- Designing the line organization for managing g...

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Detalhes bibliográficos
Autor principal: Capon, Noel
Outros Autores: Noel Capon; Dave Potter; Fred Schindler
Idioma:Undetermined
English
Publicado em: Mason, Ohio Thomson
Assuntos:
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Thư viện lưu trữ: Trung tâm Học liệu Trường Đại học Trà Vinh
Descrição
Resumo:Globalization and global customers -- Critical success factors for managing global accounts -- Establishing the scope of global account program -- Securing senior management commitment -- Nominating and selecting the "right" global accounts -- Designing the line organization for managing global accounts -- Securing effective global account managers -- Developing effective global account plans -- Establishing the supporting organizational infrastructure -- Demonstrating the global account program's incremental value to the firm and to the global account -- Aligning critical success factors in managing global accounts
Descrição Física:xviii, 268 p.
ill.
24 cm
Bibliografia:Includes bibliographical references and index
ISBN:0324400764
9780324400762