000			02012cam a22003734a 4500
001			14117953
003			OSt
005			20240318183453.0
008			050923s2006 ohua b 001 0 eng
010			_a 2005027960
020			_a9780979734434
035			_a(OCoLC)ocm61704792
040			_aDLC _cDLC _dBAKER _dC#P _dDLC
042			_apcc
050	0	0	_aHF5415.5 _b.C365 2006
082	0	0	_a658.84 _222 _bCAP
100	1		_aCapon, Noel. _996
245	1	0	_aManaging global accounts : _bnine critical factors for a world-class program / _cNoel Capon, Dave Potter, Fred Schindler.
250			_a2nd ed.
260			_aBronxville, New York : _bWessex, Inc, _cc2008.
300			_axviii, 256 p. : _bill. ; _c23 cm.
504			_aIncludes bibliographical references and index.
505	0		_aGlobalization 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.
650		0	_aCustomer relations _xManagement. _9488
650		0	_aSales management. _9489
650		0	_aInternational business enterprises _xManagement. _9490
700	1		_aPotter, Dave, _d1942- _9491
700	1		_aSchindler, Fred. _9492
710	2		_aAmerican Marketing Association. _9493
856	4	1	_3Table of contents _uhttp://www.loc.gov/catdir/toc/ecip0519/2005027960.html
906			_a7 _bcbc _corignew _d1 _eecip _f20 _gy-gencatlg
942			_2ddc _cBBNK
999			_c36552 _d36551