Last edited by Dousho
Saturday, May 9, 2020 | History

4 edition of Global account management found in the catalog.

Global account management

Peter Cheverton

Global account management

a complete action kit of tools and techniques for managing key global customers

by Peter Cheverton

  • 380 Want to read
  • 34 Currently reading

Published by Kogan Page in London, Philadelphia .
Written in English

    Subjects:
  • International business enterprises -- Management.

  • Edition Notes

    StatementPeter Cheverton.
    Classifications
    LC ClassificationsHD62.4 .C445 2008
    The Physical Object
    Paginationxii, 242 p. :
    Number of Pages242
    ID Numbers
    Open LibraryOL21873607M
    ISBN 109780749452278
    LC Control Number2007038702

    Category Sales Strategic Account Management (SAM) 1. Strategy: Narrow focus on creating and capturing specific opportunities: Broader focus on creating value for account over and above specific opportunities, often including value co-creation, customer satisfaction improvement, rigorous application of company resources, and operational and structural alignment with account direction and needs. Welcome to the Management Insights podcast series hosted by McGraw-Hill education. This audio podcast series is dedicated to the sharing of best practice teaching tips, relevant hot topics, career readiness skills and competencies, digital innovations, and educational solutions in Management. It's for educators like you and your students!

    If you have a Microsoft Exchange account, the default address book is usually your Global Address List. For IMAP, POP3, and other types of email accounts, it is usually an Outlook Address Book. You can change the default Address Book and set other address book preferences, such as which address book to check first when sending a message, and.   Buy Key Account Management: The Definitive Guide 3rd Edition, Revised and Updated by Woodburn, Diana, McDonald, Malcolm (ISBN: ) from Amazon's Book Store. Everyday low prices and free delivery on eligible orders/5(12).

    *The 50% discount is offered for all e-books and e-journals purchased on IGI Global’s Online Bookstore. E-books and e-journals are hosted on IGI Global’s InfoSci® platform and available for PDF and/or ePUB download on a perpetual or subscription basis. This discount cannot be combined with any other discount or promotional offer. Senior Global Account Manager Amazon jobs available on Apply to Account Manager, Senior Program Manager, Sales Manager and more!


Share this book
You might also like
Murraya koenigii

Murraya koenigii

Ice thickness climatology, 1961-1990 normals.

Ice thickness climatology, 1961-1990 normals.

Kibera New Village, Nairobi

Kibera New Village, Nairobi

damned engineers

damned engineers

Mad Jack

Mad Jack

Orams New Jersey and New York almanac, for the year of human redemption 1806 ...

Orams New Jersey and New York almanac, for the year of human redemption 1806 ...

Models for money

Models for money

Developments in pressure vessels and piping, 1995

Developments in pressure vessels and piping, 1995

troubled reign of King Stephen

troubled reign of King Stephen

An annotated bibliography of American literary periodicals, 1741-1850

An annotated bibliography of American literary periodicals, 1741-1850

theory of religious liberty in the reigns of Charles II and James II.

theory of religious liberty in the reigns of Charles II and James II.

Yanks paint Brits

Yanks paint Brits

Great Design Using 1, 2 & 3 Colors

Great Design Using 1, 2 & 3 Colors

Global account management by Peter Cheverton Download PDF EPUB FB2

Global Account Management: Creating Value and millions of other books are available for Amazon Kindle. Enter your mobile number or email address below and we'll send you a link to download the free Kindle App. Then you can start reading Kindle books on your smartphone, tablet, or computer - no Kindle device required/5(3).

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 by: 1.

""This book does something that others have failed to do. That is to lock together solid academic research with real world business issues. Kevin Wilson and Nick Speare offer us an insightful view of the issues facing any executive embarking on the journey of global account management.""Price: $ 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 by: 4. Global Account Management explains the significant challenges of establishing a global account strategy and guides you 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. Successful Global Account Management: Key Strategies and Tools for Managing Global Customers. While the concept of Global Account Management (GAM) is not new, there are numerous differences, both subtle and overt, between it and the conventional management of overseas accounts.

In Chap we turn our attention to global account management, and discuss how managing global accounts differs from, and is more complex than, managing key accounts on a domestic basis.

In addition to the main discussion in the text, a series of seven Exercises contains a guide for developing a key account plan/5(16).

Buy Successful Global Account Management: Key Strategies and Tools for Managing Global Customers 1 by Speare, Nick, Wilson, Kevin (ISBN: ) from Amazon's Book Store.

Everyday low prices and free delivery on eligible orders/5(3). Global Account Management requires GAMs and their teams to navigate both the external complexity of a major customer, and the internal challenges of engaging support functions and resources around the world to ensure a consistent voice and delivery service to these important and demanding customers.

Introductory deck suitable for CEO or COO of a company considering global account management or how to fix what they have. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. Account Management Association who provided me with valuable contacts and study materials.

I would like to thank my supervisors Dr. Christoph Senn and Prof. Winfried Ruigrok. Throughout the last years, I had the opportunity to work on a lot of interesting projects in the area of global account management with Dr. Christoph Senn and my colleagueFile Size: 1MB. Benny Nyberg PMP Global Key Account- Program/Project Mng For Customer Satisfaction and Predictable Value CreationFor Customer Satisfaction and Predictable Value Creation - 3 - Account Management resources and process Each account team is staffed with resources matched to the complexity of their deliverables and overall needs for serving the account Maximized value is.

Global account management (GAM) has become a vital part of many multinational enterprises’ global marketing. Yet little is known about successful GAM strategies.

Based on a major global research study into Global Account Management (GAM), Successful Global Account Managment shows companies how to adopt a radically different approach to dealing with their key accounts to operate as truly global suppliers. Title: The organizational set-up of Global Account Management (Work in Progress) Introduction The coordination of customer management across national boundaries, commonly referred to as Global Account Management (GAM), has emerged as one of the most prevalent corporate responses to the globalization of markets (Birkenshaw et al.

Global account management (GAM) is essentially the focusing of a supplier company's sales, marketing and service resources, through a select global team, on key customers. Such customers are deemed vital to the supplier's future because of their potential.

The Large Account Management Process – also known as LAMP® - helps sellers plan and manage strategic account relationships. Covering three key stages of account management, our training on how to manage big accounts teaches sellers to build actionable management plans that lead to positive outcomes.

and Audrey J.M. Bink said in “Managing Global Accounts,” their article in Harvard Business Review, it took companies with successful global account management programs “ten years of trial and error, on average, to get to the.

Key Account Management Strategy Analysis. Key Account Planning & Management require strategic thinking. At least once a year we need to look beyond dollar numbers, relationships and activities to think about our Key Accounts process.A good deal of frameworks are mentioned in the book “Key Account Management-The definitive guide” by Malcom McDonald & Diana Woodburn.”.

Global Account Management (GAM) is a relatively new concept and thus, to date, has received little attention in the literature. It has emerged as a way of managing global customers that are of strategic importance to selling companies (Millman a).File Size: KB.

Search the world's most comprehensive index of full-text books. My library.The Account Management Dashboard This is the machinery you need to make strangers into customers, and customers into happy, long-term customers.

Pssst The Book will give you access to spreadsheet templates and other tools. 12 Mastering Account Management | Dan Englander.Version: Build Date/Time: 5/6/ PM UTC About Global AM.