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Global Account Management by Peter Cheverton

Title Global Account Management
Author Peter Cheverton
Publisher Kogan Page Publishers
Release 2008-01
Category Business & Economics
Total Pages 242
ISBN 0749452277
Language English, Spanish, and French
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Book Summary:

Global Account Management explains the challenges of establishing a global account strategy and guides the reader through the process of decisions and actions required to manage global accounts successfully. The book provides a thorough, workmanlike template for all businesses with global clients. Peter Cheverton highlights the difference between an international company operating in different markets and one that can be considered truly global. He explains that company directors need to understand whether a client has consistent needs across different countries, possesses a global operational structure, and has the ability to implement global decisions. Cheverton then details the factors critical to successful handling of a global account. The implications of making the wrong decisions in a global marketplace are enormous. Global Account Management gives readers the information and insight they need to ensure the future success of their companies.

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Global Account Management
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Type: BOOK - Published: 2008-01 - Publisher: Kogan Page Publishers

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Key Account Management and Planning
Language: en
Pages: 480
Authors: Noel Capon
Categories: Business & Economics
Type: BOOK - Published: 2002-06-15 - Publisher: Simon and Schuster

The vastly increased level of competitive intensity faced by corporations and the increased costs of selling have radically changed the nature of the traditional selling process. Key or "strategic" accounts have now become a company's most important asset, in some cases supplying in excess of 80 percent of a firm's