http://www.loc.gov/mods/v3 http://www.loc.gov/standards/mods/v3/mods-3-2.xsd
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 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
Includes bibliographical references and index
Customer relations; International business enterprises