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Successful Global Account Management Key Strategies and Tools for Managing Global Customers cover
  • ISBN: 9780749436049
  • ISBN10: 0749436042
Successful Global Account Management Key Strategies and Tools for Managing Global Customers

by Kevin Wilson

 
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Global Account Management (GAM) is a manifestation of a fundamental shift in the way in which people do business. It requires companies to adopt a radically different approach to dealing with their key accounts. If they are to operate as truly global suppliers they must adopt new organizational... Expand forms and competencies, implement new systems and procedures, develop new strategic goals, take account of cultural diversity, and above all, either recruit or develop a new type of account manager. This important new book gives practical guidance, along with business models, to show them how.It covers topics such as: * What is Global Account Management?* Developing global account portfolios; * Global account analysis; * The role of the global account manager; * Designing the global organization; * Implementing GAM programs; Collapse
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