Global account management: a complete action kit of tools and techniques for managing big customers in a shrinking world
Saved in:
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
London
Kogan Page
2006
|
| Subjects: | |
| Online Access: | Table of contents Inhaltsverzeichnis |
| Item Description: | Includes bibliographical references and index |
| Physical Description: | XIII, 242 S. |
| ISBN: | 0749445386 |
Staff View
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| 264 | 1 | |a London |b Kogan Page |c 2006 | |
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Record in the Search Index
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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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| illustrated | Not Illustrated |
| index_date | 2024-07-02T14:52:30Z |
| indexdate | 2024-07-09T20:40:00Z |
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| isbn | 0749445386 |
| language | English |
| lccn | 2005035381 |
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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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