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Global Account Management: Creating Value
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Global Account Management: Creating Value Hardcover - 2003 - 1st Edition

by Hubert D. Hennessey; H. David Hennessey


From the publisher

Immer mehr Firmen erkennen, dass der Umgang mit globalen Kunden nicht einfach nur eine Erweiterung ihres Key Account Management darstellt. Meist starten sie dann eine offizielle Global-Account-Management-Initiative. Wenn diese richtig angepackt wird, ist sie ein schlagkrftiger, effektiver Ansatz. Ohne die richtige Planung kann sie aber in eine Katastrophe mnden. Ausgehend von weithin anerkannten "kritischer Erfolgsfaktoren" fr das Global Account Management und neuen, aus Forschungen abgeleiteten Elementen definieren die Autoren den Prozess des Global Account Management neu. Ihre Prmisse: Nachhaltige Wertschpfung setzt unbedingt ein fachmnnisches Verstndnis der Branche des Kunden, seiner Struktur und seiner Strategie voraus.
Global Account Management deckt alle wesentliche Aspekte dieses Themenbereichs ab (Planungsprozess, Kundenauswahl, Teamaufbau, Topmanagement-Untersttzung, globale IT-Anforderungen, Vergtungsstrukturen etc.) und sttzt sich dabei auf Interviews mit herausragenden Global Account Managern fhrender Unternehmen wie IBM, Cable & Wireless, Siemens, HP, Guinness, Cisco und Procter & Gamble.

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

About the author

Dr. H. David Hennessey is currently an Associate Professor of Marketing and International Business at Babson College, Wellesley, MA. USA. He is an Associate of Ashridge, UK, and has taught at IMD, Lausanne, Switzerland
.Prior to this he was the Director of Marketing at Interpace Corporation and worked as the Market Analyst at American Can Company. He previously consulted for AT&T, ICI, Jardine Matheson, Compaq, Philips, DSM, and Ansell Edmont.
His previous publications include: Global Marketing: Strategy and Cases, 5th Edition (2001), and How to Write a Marketing Plan, 3rd Edition (1998).

Dr. Jeane-Pierre Jeannet is currently the F.W. Olin Distinguished Professor of Global Business and Director of the William F. Glavin Center for Global Management at Babson College, Wellesley, MA, USA. He also has a dual appointment as Professor of Global Marketing and Strategy also at IMD, Lausanne, Switzerland.
He previously worked in banking in Switzerland and New York and has been an active consultant with many international firms such as AVEBE, Coutts, Deloitte Touch Tohmatsu, DSM, Huntsman Chemicals, ICI, Lego, Nokia, Polaroid, Serono, Siemens, Swatch and Zeneca.
His previous work includes Managing with a Global Mindset and co-authored titles including: Marketing Problems, Cases in International Marketing, Global Marketing: Strategies and Cases, and Cases in Marketing Management.

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Global Account Management: Creating Value
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Global Account Management: Creating Value

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Global Account Management: Creating Value

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Global Account Management – Creating Value
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Global Account Management – Creating Value

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Global Account Management: Creating Value

by Hennessey, H. David

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