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Successful Global Account Management: Key Strategie... by Wilson, Kevin Hardback
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Item specifics
- Condition
- Title
- Successful Global Account Management: Key Strategies and Tools...
- Book Title
- Successful Global Account Management: Key Strategies and Tools...
- ISBN
- 0749436042
- EAN
- 9780749436049
- Binding
- Hardback
- Date of Publication
- 20011108
- Release Title
- Successful Global Account Management: Key Strategies and Tools...
- Artist
- Wilson, Kevin
- Brand
- N/A
- Colour
- N/A
- Publication Year
- 2001
- Type
- Textbook
- Format
- Hardcover
- Language
- English
- Publication Name
- Successful Global Account Management
- Item Height
- 247mm
- Publisher
- Kogan Page LTD
- Item Width
- 178mm
- Subject
- Marketing, Business
- Item Weight
- 646g
- Number of Pages
- 264 Pages
About this product
Product Information
While the concept of Global Account Management (GAM) is not new, there are numerous differences, both subtle and overt, between it and the conventional management of overseas accounts. So what are the differences? How should we define GAM? And how can companies ensure that their global accounts are managed successfully? These are just some of the many key issues addressed in Successful Global Account Management. Drawing on the finding of a number of international research projects, as well as their own experience as practitioners and consultants, the authors unravel the complexities of GAM. They introduce a wide range of case examples that clearly illustrate how many of the world's leading companies have addressed the challenges inherent in GAM. They also provide models, processes and implementation guidelines that will give any manager unique insights into all the major themes and issues directly related to achieving GAM effectiveness, including: - What is a global account manager - How to set up and manage a global program and team - Negotiating global agreements - Managing global supply chains - Leveraging knowledge - Reconciling global/local interests - Putting the GAM strategy into practice Successful Global Account Management will provide any manager responsible for implementing a GAM program with a range of tools for success. It will also show CEOs and senior management the strategic importance of GAM in relation to their organization's overall business objectives. About Miller Heiman Miller Heiman, Inc. is a leading developer and provider of strategic sales process solutions for sales professionals around the world. It has pioneered several highly respected sales-process programs, including Strategic Selling (R), Conceptual Selling (R), Large Account Management Process (LAMP) (R), Manager's Coaching and Channel Partner Management. Many large companies, such as Marriott Corporation, Dow Chemical, PricewaterhouseCoopers and Wells Fargo have implemented these processes.
Product Identifiers
Publisher
Kogan Page LTD
ISBN-13
9780749436049
eBay Product ID (ePID)
86570931
Product Key Features
Publication Name
Successful Global Account Management
Format
Hardcover
Language
English
Subject
Marketing, Business
Publication Year
2001
Type
Textbook
Number of Pages
264 Pages
Dimensions
Item Height
247mm
Item Width
178mm
Item Weight
646g
Additional Product Features
Country/Region of Manufacture
United Kingdom
Item description from the seller
Business seller information
WORLD OF BOOKS LIMITED
Debbie Nicholl
Mulberry House
Woods Way
Goring-by-sea
West Sussex
BN12 4QY
United Kingdom
Value added tax number:
- DE 281042328
- EL 996857788
- ES N8267548I
- FR 27823676960
- GB 922696893
- IT 00185819992
Trade registration number:
- 06437594
I certify that all my selling activities will comply with all EU laws and regulations.
Seller assumes all responsibility for this listing.
eBay item number:144022600230
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