TY  - BOOK
AU  - Capon,Noel
AU  - Potter,Dave
AU  - Schindler,Fred
ED  - American Marketing Association.
TI  - Managing global accounts: nine critical factors for a world-class program 
SN  - 9780979734434
AV  - HF5415.5 .C365 2006
U1  - 658.84 22
PY  - 2008///
CY  - Bronxville, New York
PB  - Wessex, Inc
KW  - Customer relations
KW  - Management
KW  - Sales management
KW  - International business enterprises
N1  - 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
UR  - http://www.loc.gov/catdir/toc/ecip0519/2005027960.html
ER  -