Managing global accounts : nine critical factors for a world-class program /
Capon, Noel.
Managing global accounts : nine critical factors for a world-class program / Noel Capon, Dave Potter, Fred Schindler. - 2nd ed. - Bronxville, New York : Wessex, Inc, c2008. - xviii, 256 p. : ill. ; 23 cm.
Includes bibliographical references and index.
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.
9780979734434
2005027960
Customer relations--Management.
Sales management.
International business enterprises--Management.
HF5415.5 / .C365 2006
658.84 / CAP
Managing global accounts : nine critical factors for a world-class program / Noel Capon, Dave Potter, Fred Schindler. - 2nd ed. - Bronxville, New York : Wessex, Inc, c2008. - xviii, 256 p. : ill. ; 23 cm.
Includes bibliographical references and index.
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.
9780979734434
2005027960
Customer relations--Management.
Sales management.
International business enterprises--Management.
HF5415.5 / .C365 2006
658.84 / CAP