Managing global accounts : nine critical factors for a world-class program / Noel Capon, Dave Potter, Fred Schindler.
Publication details: Mason, Ohio : Thomson, 2006.Description: xviii, 268 p. : ill. ; 24 cmISBN:- 0324400764
| Current library | Call number | Status | Date due | Barcode |
|---|---|---|---|---|
| Manila Tytana Colleges Library CIRCULATION SECTION | CIR HF 5415.5 C37 2006 (Browse shelf(Opens below)) | Available | 024093 |
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"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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