Global Account Management: Creating Value Hardcover - 2003 - 1st Edition
by Hubert D. Hennessey; H. David Hennessey
From the rear cover
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.
Details
- Title Global Account Management: Creating Value
- Author Hubert D. Hennessey; H. David Hennessey
- Binding Hardcover
- Edition number 1st
- Edition 1
- Pages 272
- Volumes 1
- Language ENG
- Publisher John Wiley & Sons
- Date 2003-08-01
- Illustrated Yes
- Features Bibliography, Illustrated, Index
- ISBN 9780470848920 / 0470848928
- Weight 1.17 lbs (0.53 kg)
- Dimensions 9.42 x 6 x 0.81 in (23.93 x 15.24 x 2.06 cm)
- Library of Congress subjects Export marketing, Marketing - Key accounts
- Library of Congress Catalog Number 2003007460
- Dewey Decimal Code 658.848
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