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Global Account Management

By Hennessey, H David

Product Image: Global Account Management

Global Account Management

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Description
The globalisation of many industries has created a unique opportunity to interact with a client on a coordinated global basis. Traditional markets are saturated, industries have consolidated, customer bases are shrinking, and purchasing processes are changing. Many companies are faced with handling large global customers, and this requires special expertise, systems and organizational alignment to ensure a long-term supplier-buyer relationship. The practice of global account management (GAM) requires the development of a new structure, which is needed to support the global account manager. Companies are struggling with the components of this new structure as well as with GAM's role providing additional value for the global account, which could not be provided effectively at the local level. Supported by case studies and interviews, this book examines the key aspects of developing and managing global customers.
Product details
Edition:
1
Number of Pages:
272
Release Date:
2003-06-24
Publication Date:
2003-08-01
Publisher:
Wiley
Languages:
Original: English
ISBN10:
0470848928
ISBN13:
9780470848920
GPSR Manufacturer Reference:
[email protected]
Weight:
577 g
Height:
161 cm
Width:
240 cm
Thickness:
19 cm
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The items bear minimal signs of past use, such as light scratches or memories in the form of markings. These signs of wear give the items a charming character and tell stories of their previous owners, while not affecting their functionality.
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