Global Account Management: A Complete Action Kit of Tools and Techniques for Managing Big Customers in a Shrinking World (0749445386)

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Global Account Management: A Complete Action Kit of Tools and Techniques for Managing Big Customers in a Shrinking World

Posted on 2010-04-10

Name:	Global Account Management: A Complete Action Kit of Tools and Techniques for Managing Big Customers in a Shrinking World
ASIN/ISBN:	0749445386
Language:	English

Global Account Management: A Complete Action Kit of Tools and Techniques for Managing Big Customers in a Shrinking World

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The aim of the book is to highlight the significant challenges of Global Account Management and to guide the reader through the process of decisions and actions required to make it a success. Global Account Management explores topics such as the critical success factors; understanding the global buyer; understanding the customer& 8217;s decision making process; making it happen - structure and the persuasive process; the Global Account Plan; and cultural diversity. The implications of making the wrong decisions are enormous - Global Account Management is about deciding the fate of relationships with major customers, committing a business to a series of significant investments and most importantly of all - securing the future success of a company.

Synopsis

The aim of the book is to highlight the significant challenges of Global Account Management and to guide the reader through the process of decisions and actions required to make it a success. & 8220;Global Account Management& 8221; explores topics such as the critical success factors; understanding the global buyer; understanding the customer& 8217;s decision making process; making it happen - structure and the persuasive process; the Global Account Plan; and cultural diversity. The implications of making the wrong decisions are enormous - Global Account Management is about deciding the fate of relationships with major customers, committing a business to a series of significant investments and most importantly of all - securing the future success of a company. .

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	Science/Engineering Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier StatusPublisher: Kogan Page \| Pages: 368 \| 2008-06-28 \| ISBN: 0749452773 \| PDF \| 2 MBProduct Description:Very few books take the long-term, team-sellin ...
	Business/Investing Global Account Management: A Complete Action Kit of Tools and Techniques for Managing Customers (Repost) Peter Cheverton - Global Account Management: A Complete Action Kit of Tools and Techniques for Managing Big Customers in a Shrinking WorldKogan Page \| 2006 \| ISBN: 0749445386 \| Pages: 242 \| PDF \| 2.02 MB"Practical advice on the decisions an ...
	Managing Global Customers: An Integrated Approach Author: Audrey J.M. Bink, George S. YipPublisher: Oxford University Press, USA (2007)Binding: Hardcover, 275 pagespricer: $55.00ISBN-10: 019922983XeditorialreviewsMultinational companies need to manage their relationships with multinational ...
	Business Global Account Management: Creating Value H. David Hennessey, Jean-Pierre Jeannet "Global Account Management: Creating Value"Wiley \| 2003-08-22 \| ISBN: 0470848928 \| 270 pages \| PDF \| 1,2 MBIf you buy a new BMW you may be surprised as much by the owner's manual as by the car itself. ...
	Key Account Management in Financial Services: Tools and Techniques for Building Strong Relationships with Major Clients Bryan Foss / Tim Hughes / Merlin Stone / Peter Cheverton, «Key Account Management in Financial Services: Tools and Techniques for Building Strong Relationships with Major Clients» Kogan Page \| ISBN 0749441879 \| (March 1, 2005) \| PDF \| ...
	Programming Key Account Management: A Complete Action Kit of Tools and Techniques for Achieving Profitable Key Supplier Status "Key Account Management: A Complete Action Kit of Tools and Techniques for Achieving Profitable Key Supplier Status" Peter Cheverton Kogan Page Ltd; 3Rev Ed edition \| ISBN: 0749441690 \| 368 pages \| PDF \| 2,0 MbThis is the essential guide t ...

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