Managing Global Accounts

Managing Global Accounts

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Capon, Noel | Potter, Dave | Schindler, Fred South-Western Educational Publishing, 2006
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IN THIS SUMMARY

Managing a company’s global accounts is not the same as managing national accounts, and any business that tries to move from national to global accounts without careful consideration and planning is doomed to fail.

Managing Global Accounts presents a planning process and nine critical factors that any company must consider as it moves into the global marketplace. From how to change an organization’s structure, to how to determine what accounts to accept, to how to hire the right Global Account Manager (GAM), this book provides a blueprint for any company contemplating making the leap into the global economy.