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Managing global accounts : Nine critical factors for a world-class program / Noel Capon, Dave Potter, Fred Schindler.

By: By: Material type: TextTextPublication details: Mason, Ohio :: Thomson,, c2006Description: xviii, 268 p. : ill. ; 24 cmISBN:
  • 0324400764 (alk. paper)
Subject(s): DDC classification:
  • 658.8/4 22
LOC classification:
  • HF5415.5 .C365 2006
Online resources:
Contents:
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.
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Holdings
Item type Current library Call number Status Date due Barcode Item holds
Reference Book Reference Book Alliance School of Business 658.84 CAP (Browse shelf(Opens below)) Not for loan A19447
Reference Book Reference Book Alliance School of Business 658.84 CAP (Browse shelf(Opens below)) Not for loan A19448
Total holds: 0

"American Marketing Association."

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.

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