Verfügbarkeit: Global account management

Global account management: a complete action kit of tools and techniques for managing big customers in a shrinking world

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Bibliographische Detailangaben
1. Verfasser:	Cheverton, Peter (VerfasserIn)
Format:	Buch
Sprache:	English
Veröffentlicht:	London Kogan Page 2006
Schlagworte:	Accountmanagement Internationale ondernemingen Multinationales Unternehmen International business enterprises > Management Internationales Marketing Kundengruppenmanagement
Online-Zugang:	Table of contents Inhaltsverzeichnis
Beschreibung:	Includes bibliographical references and index
Beschreibung:	XIII, 242 S.
ISBN:	0749445386

Internformat

MARC


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Datensatz im Suchindex

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adam_text	GLOBAL ACCOUNT MANAGEMENT / CHEVERTON, PETER : 2006 TABLE OF CONTENTS / INHALTSVERZEICHNIS INTRODUCTION DEFINING GLOBAL TRULY GLOBAL, OR JUST PLAIN INTERNATIONAL? ; TIMING YOUR GLOBAL RESPONSE HANDLING THE WOULD-BE GLOBALS ; TAKING THE LEAP UPSTAIRS THE PARTICULAR CHALLENGE OF GAM ORGANIZATIONAL AND STRUCTURAL COMPLEXITY ; AUTHORITY ; THE IRRATIONALITY OF SENIOR MANAGERS (NO, REALLY) ; CULTURE ; GEOGRAPHY AND TIME ZONES INNOCENTS AMONG WOLVES, AND OTHER DEADLY SINS THE CRITICAL SUCCESS FACTORS MAKING IT HAPPEN GETTING THE BIG PICTURE OPPORTUNITY CHAIN ANALYSIS ; BUSINESS DRIVER ANALYSIS ; THE SHARED FUTURE ANALYSIS ; A POSTSCRIPT UNDERSTANDING THE GLOBAL BUYER THE GLOBAL BUYER S AMBITIONS AND PURPOSE ; BUYING POWER, PRICING AND TERMS ; OPERATIONAL EFFICIENCIES ORGANIZATIONAL STRUCTURE ; SUPPLY CHAIN MANAGEMENT MAKING IT HAPPEN ; SUPPLIER MANAGEMENT RATIONALIZATION, POSITIONING, AND KEY/STRATEGIC SUPPLIERS ; PROTECTING YOUR INVESTMENT ; POSTSCRIPT SOME DEADLY REALISM UNDERSTANDING THE CUSTOMERS DECISION-MAKING PROCESS THE TYPES OF DMU ; DMU ANALYSIS THE TOOLKIT MANAGING THE GLOBAL TOUCH POINTS INFLUENCING STRATEGY ; SERVICE PROVISION STRATEGY ; THE INVISIBLE INTERACTIONS GETTING THE BOARD ON BOARD CHAMPIONS AND ENABLERS ; LEADERSHIP, EMPOWERMENT AND COACHING ; PARTICIPANTS THE GLOBAL ACCOUNT MANAGER RAREST OF BREEDS? THE SKILLS FOR THE TASK ; MANAGING TEAMS ; COACHING ; AUTHORITY ; THE GLOBAL ACCOUNT MANAGER A SALES PROFESSIONAL? MAKING IT HAPPEN STRUCTURE AND THE PERSUASIVE PROCESS SOME GUIDELINES ; MAKING IT HAPPEN : THE PERSUASIVE PROCESS PERFORMANCE AND REWARD RIGHT PERFORMANCE, RIGHT REWARD ; MEASURING THE REWARD CUSTOMER PROFITABILITY GETTING IT RIGHT THE GLOBAL ACCOUNT PLAN HARNESSING THE STRENGTHS OF CULTURAL DIVERSITY CULTURAL PREFERENCES ; WHAT GOES WRONG? ; WHAT MUST GO RIGHT? ; CULTURAL PREFERENCE THE 16 SCALES ; FORGING A COMPETITIVE ADVANTAGE NEXT STEPS, AND GETTING FURTHER HELP VALUE PROPOSITIONS ; INSIGHT MARKETING AND PEOPLE ; FURTHER READING INDEX. DIESES SCHRIFTSTUECK WURDE MASCHINELL ERZEUGT.
adam_txt	GLOBAL ACCOUNT MANAGEMENT / CHEVERTON, PETER : 2006 TABLE OF CONTENTS / INHALTSVERZEICHNIS INTRODUCTION DEFINING "GLOBAL" TRULY GLOBAL, OR JUST PLAIN INTERNATIONAL? ; TIMING YOUR GLOBAL RESPONSE HANDLING THE "WOULD-BE" GLOBALS ; TAKING THE LEAP "UPSTAIRS" THE PARTICULAR CHALLENGE OF GAM ORGANIZATIONAL AND STRUCTURAL COMPLEXITY ; AUTHORITY ; THE IRRATIONALITY OF SENIOR MANAGERS (NO, REALLY) ; CULTURE ; GEOGRAPHY AND TIME ZONES INNOCENTS AMONG WOLVES, AND OTHER "DEADLY SINS" THE CRITICAL SUCCESS FACTORS MAKING IT HAPPEN GETTING THE BIG PICTURE OPPORTUNITY CHAIN ANALYSIS ; BUSINESS DRIVER ANALYSIS ; THE SHARED FUTURE ANALYSIS ; A POSTSCRIPT UNDERSTANDING THE GLOBAL BUYER THE GLOBAL BUYER'S AMBITIONS AND PURPOSE ; BUYING POWER, PRICING AND TERMS ; OPERATIONAL EFFICIENCIES ORGANIZATIONAL STRUCTURE ; SUPPLY CHAIN MANAGEMENT MAKING IT HAPPEN ; SUPPLIER MANAGEMENT RATIONALIZATION, POSITIONING, AND KEY/STRATEGIC SUPPLIERS ; PROTECTING YOUR INVESTMENT ; POSTSCRIPT SOME DEADLY REALISM UNDERSTANDING THE CUSTOMERS DECISION-MAKING PROCESS THE TYPES OF DMU ; DMU ANALYSIS THE TOOLKIT MANAGING THE GLOBAL TOUCH POINTS INFLUENCING STRATEGY ; SERVICE PROVISION STRATEGY ; THE INVISIBLE INTERACTIONS GETTING THE BOARD ON BOARD CHAMPIONS AND ENABLERS ; LEADERSHIP, EMPOWERMENT AND COACHING ; PARTICIPANTS THE GLOBAL ACCOUNT MANAGER RAREST OF BREEDS? THE SKILLS FOR THE TASK ; MANAGING TEAMS ; COACHING ; AUTHORITY ; THE GLOBAL ACCOUNT MANAGER A SALES PROFESSIONAL? MAKING IT HAPPEN STRUCTURE AND THE PERSUASIVE PROCESS SOME "GUIDELINES" ; MAKING IT HAPPEN : THE "PERSUASIVE PROCESS" PERFORMANCE AND REWARD RIGHT PERFORMANCE, RIGHT REWARD ; MEASURING THE REWARD CUSTOMER PROFITABILITY GETTING IT RIGHT THE GLOBAL ACCOUNT PLAN HARNESSING THE STRENGTHS OF CULTURAL DIVERSITY CULTURAL PREFERENCES ; WHAT GOES WRONG? ; WHAT MUST GO RIGHT? ; CULTURAL PREFERENCE THE 16 SCALES ; FORGING A COMPETITIVE ADVANTAGE NEXT STEPS, AND GETTING FURTHER HELP VALUE PROPOSITIONS ; INSIGHT MARKETING AND PEOPLE ; FURTHER READING INDEX. DIESES SCHRIFTSTUECK WURDE MASCHINELL ERZEUGT.
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author	Cheverton, Peter
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callnumber-first	H - Social Science
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discipline	Wirtschaftswissenschaften
discipline_str_mv	Wirtschaftswissenschaften
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spelling	Cheverton, Peter Verfasser aut Global account management a complete action kit of tools and techniques for managing big customers in a shrinking world Peter Cheverton London Kogan Page 2006 XIII, 242 S. txt rdacontent n rdamedia nc rdacarrier Includes bibliographical references and index Accountmanagement gtt Internationale ondernemingen gtt Multinationales Unternehmen International business enterprises Management Internationales Marketing (DE-588)4125431-4 gnd rswk-swf Kundengruppenmanagement (DE-588)4197319-7 gnd rswk-swf Kundengruppenmanagement (DE-588)4197319-7 s Internationales Marketing (DE-588)4125431-4 s DE-188 Äquivalent 978-07494-5227-8 http://www.loc.gov/catdir/toc/ecip065/2005035381.html Table of contents LoC Fremddatenuebernahme application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=014832100&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis
spellingShingle	Cheverton, Peter Global account management a complete action kit of tools and techniques for managing big customers in a shrinking world Accountmanagement gtt Internationale ondernemingen gtt Multinationales Unternehmen International business enterprises Management Internationales Marketing (DE-588)4125431-4 gnd Kundengruppenmanagement (DE-588)4197319-7 gnd
subject_GND	(DE-588)4125431-4 (DE-588)4197319-7
title	Global account management a complete action kit of tools and techniques for managing big customers in a shrinking world
title_auth	Global account management a complete action kit of tools and techniques for managing big customers in a shrinking world
title_exact_search	Global account management a complete action kit of tools and techniques for managing big customers in a shrinking world
title_exact_search_txtP	Global account management a complete action kit of tools and techniques for managing big customers in a shrinking world
title_full	Global account management a complete action kit of tools and techniques for managing big customers in a shrinking world Peter Cheverton
title_fullStr	Global account management a complete action kit of tools and techniques for managing big customers in a shrinking world Peter Cheverton
title_full_unstemmed	Global account management a complete action kit of tools and techniques for managing big customers in a shrinking world Peter Cheverton
title_short	Global account management
title_sort	global account management a complete action kit of tools and techniques for managing big customers in a shrinking world
title_sub	a complete action kit of tools and techniques for managing big customers in a shrinking world
topic	Accountmanagement gtt Internationale ondernemingen gtt Multinationales Unternehmen International business enterprises Management Internationales Marketing (DE-588)4125431-4 gnd Kundengruppenmanagement (DE-588)4197319-7 gnd
topic_facet	Accountmanagement Internationale ondernemingen Multinationales Unternehmen International business enterprises Management Internationales Marketing Kundengruppenmanagement
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