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Managing global accounts: nine critical factors for a world-class program

Author: Capon, Noel ; Potter, Dave ; Schindler, FredPublisher: Thomson South-Western, 2006.Language: EnglishDescription: 268 p. ; 24 cm.ISBN: 0324400764Type of document: BookBibliography/Index: Includes bibliographical references and index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Europe Campus
Main Collection
Print HF5415.55 .C37 2006
(Browse shelf)
Available 001173370
Total holds: 0

Includes bibliographical references and index


Managing Global Accounts Nine Critical Factors for a World-Class Program Contents Dedication Acknowledgements Who Should Read This Book Preface Prologue 1. Globalization and Global Customers 2. Critical Success Factors for Managing Global Accounts 3. Establishing the Scope of the Global Account Program 4. Securing Senior Management Commitment 5. Nominating and Selecting the "Right" Global Accounts 6. Designing the Line Organization for Managing GlobalAccounts 7. Securing Effective Global Account Managers 8. Developing Effective Global Account Plans 9. Establishing the Supporting Organizational Infrastructure xii xiii xiv xvi 1 5 24 37 63 80 106 126 160 188 10. Demonstrating the Global Account Program's Incremental Value to the Firm and to the Global Account 11. Aligning Critical Success Factors in Managing Global Accounts Epilogue Index 250 262 263 216

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