Managing global accounts: nine critical factors for a world-class program
Saved in:
| Main Authors: | , , |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Bronxville, NY
Wessex
2008
|
| Edition: | 2nd ed. |
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | XVIII, 249 S. |
| ISBN: | 9780979734434 |
Staff View
MARC
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Record in the Search Index
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|---|---|
| adam_text | Contents
Dedication xii
Acknowledgements xiii
Who Should Read This Book xiv
Preface xvi
Prologue 1
1. Globalization and Global Customers 5
2. Critical Success Factors for Managing Global Accounts 24
3. Establishing the Scope of the Global Account Program 37
4. Securing Senior Management Commitment 62
5. Nominating and Selecting the “Right” Global Accounts 78
6. Designing the Line Organization for Managing
Global Accounts 102
7. Securing Effective Global Account Managers 120
8. Developing Effective Global Account Plans 153
9. Establishing the Supporting Organizational Infrastructure 179
10. Demonstrating the Global Account Program’s Incremental
Value to the Firm and to the Global Account 206
11. Aligning Critical Success Factors in Managing Global
Accounts 239
Epilogue 250
Index 251
|
| any_adam_object | 1 |
| author | Capon, Noel Potter, Dave 1942- Schindler, Fred |
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| discipline | Wirtschaftswissenschaften |
| edition | 2nd ed. |
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| id | DE-604.BV042526444 |
| illustrated | Not Illustrated |
| indexdate | 2024-07-10T01:24:08Z |
| institution | BVB |
| isbn | 9780979734434 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-027960759 |
| oclc_num | 909913464 |
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| owner | DE-M347 DE-473 DE-BY-UBG |
| owner_facet | DE-M347 DE-473 DE-BY-UBG |
| physical | XVIII, 249 S. |
| publishDate | 2008 |
| publishDateSearch | 2008 |
| publishDateSort | 2008 |
| publisher | Wessex |
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| spelling | Capon, Noel Verfasser (DE-588)124536727 aut Managing global accounts nine critical factors for a world-class program Noel Capon, Dave Potter, Fred Schindler 2nd ed. Bronxville, NY Wessex 2008 XVIII, 249 S. txt rdacontent n rdamedia nc rdacarrier Kundengruppenmanagement (DE-588)4197319-7 gnd rswk-swf Multinationales Unternehmen (DE-588)4075092-9 gnd rswk-swf Multinationales Unternehmen (DE-588)4075092-9 s Kundengruppenmanagement (DE-588)4197319-7 s DE-604 Potter, Dave 1942- Verfasser (DE-588)1012213951 aut Schindler, Fred Verfasser aut Digitalisierung UB Bamberg - ADAM Catalogue Enrichment application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=027960759&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Capon, Noel Potter, Dave 1942- Schindler, Fred Managing global accounts nine critical factors for a world-class program Kundengruppenmanagement (DE-588)4197319-7 gnd Multinationales Unternehmen (DE-588)4075092-9 gnd |
| subject_GND | (DE-588)4197319-7 (DE-588)4075092-9 |
| title | Managing global accounts nine critical factors for a world-class program |
| title_auth | Managing global accounts nine critical factors for a world-class program |
| title_exact_search | Managing global accounts nine critical factors for a world-class program |
| title_full | Managing global accounts nine critical factors for a world-class program Noel Capon, Dave Potter, Fred Schindler |
| title_fullStr | Managing global accounts nine critical factors for a world-class program Noel Capon, Dave Potter, Fred Schindler |
| title_full_unstemmed | Managing global accounts nine critical factors for a world-class program Noel Capon, Dave Potter, Fred Schindler |
| title_short | Managing global accounts |
| title_sort | managing global accounts nine critical factors for a world class program |
| title_sub | nine critical factors for a world-class program |
| topic | Kundengruppenmanagement (DE-588)4197319-7 gnd Multinationales Unternehmen (DE-588)4075092-9 gnd |
| topic_facet | Kundengruppenmanagement Multinationales Unternehmen |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=027960759&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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