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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| Language: | Undetermined English |
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Mason, Ohio
Thomson
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| Institutions: | Trung tâm Học liệu Trường Đại học Trà Vinh |
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| Summary: | 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 |
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| Physical Description: | xviii, 268 p. ill. 24 cm |
| Bibliography: | Includes bibliographical references and index |
| ISBN: | 0324400764 9780324400762 |