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Title Successful Global Account Management
Author Kevin Wilson
Publisher Kogan Page Publishers
Release 2002
Category Business & Economics
Total Pages 242
ISBN 9780749436049
Language English, Spanish, and French
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Book Summary:

While the concept of global account management (GAM) is not new, there are numerous differences (both subtle and overt) between it and the conventional management of overseas accounts. So what are they? How should we define GAM? And how can companies ensure that their global accounts are managed successfully?

More Nooks:

Successful Global Account Management
Language: en
Pages: 242
Authors: Kevin Wilson, Nick Speare, Samuel J. Reese, Miller Heiman, Inc
Categories: Business & Economics
Type: BOOK - Published: 2002 - Publisher: Kogan Page Publishers

While the concept of global account management (GAM) is not new, there are numerous differences (both subtle and overt) between it and the conventional management of overseas accounts. So what are they? How should we define GAM? And how can companies ensure that their global accounts are managed successfully?
Global Account Management
Language: en
Pages: 242
Authors: Peter Cheverton
Categories: Business & Economics
Type: BOOK - Published: 2008-01 - Publisher: Kogan Page Publishers

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
Successful Global Account Management
Language: en
Pages:
Authors: Kevin Wilson
Categories: Business
Type: BOOK - Published: 2002 - Publisher:

Books about Successful Global Account Management
The New Successful Large Account Management
Language: en
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Categories: Customer relations
Type: BOOK - Published: 2006 - Publisher: Kogan Page Publishers

"With limited resources and increasing competition, managing strategic accounts requires a focused strategy, plan, and process. Developed collaboratively with world-class sales forces, the Large Account Management Process provides an enduring framework for protecting and growing your most important customer relationships." (Damon Jones, COO, Miller Heiman, Inc.). "The Large Account Management
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