Global Account Management: A Complete Action Kit Of Tools And Techniques For Managing Key Global Customers - Brossura

Cheverton, Peter

Brossura

ISBN 10: 0749452277 ISBN 13: 9780749452278

Casa editrice: Kogan Page, 2008

Riassunto

Global Account Management explains the challenges of establishing a global account strategy and guides the reader through the process of decisions and actions required to manage global accounts successfully. The book provides a thorough, workmanlike template for all businesses with global clients. Peter Cheverton highlights the difference between an international company operating in different markets and one that can be considered truly global. He explains that company directors need to understand whether a client has consistent needs across different countries, possesses a global operational structure, and has the ability to implement global decisions. Cheverton then details the factors critical to successful handling of a global account. The implications of making the wrong decisions in a global marketplace are enormous. Global Account Management gives readers the information and insight they need to ensure the future success of their companies.

Su questo libro

Descrizione del libro:

Shows how adopting a global account strategy can transform business performance

Features international case studies illustrating good and bad practice from Wal-Mart and Carrefour to McDonalds and ICI

Explores the significant challenges of global account management and guides the reader through the process of decisions and actions required to make it a success.

Journal of Economic Literature

L'autore:

Peter Cheverton is a Director of INSIGHT Marketing and People, an international training and consultancy firm specializing in marketing and key account management, with clients in financial services, pharmaceuticals, speciality chemicals and IT. He is the author of Key Account Management, Key Marketing Skills and Key Account Management in Financial Services, all published by Kogan Page.

Su questa edizione

• Editore: Kogan Page
• Data di pubblicazione: 2008
• ISBN 10: 0749452277
• ISBN 13: 9780749452278
• Rilegatura: Copertina flessibile
• Numero di pagine: 256