Global Account Management: Creating Value - Image 1

£40.50

Wiley Global Account Management: Creating Value

Name: Global Account Management: Creating Value
Brand: Wiley
Price: 40.69 GBP
Availability: InStock

Professional Finance

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Price distribution over 89 days • 2 price levels

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Most common price: £41 (76 days, 85.4%)

Price range: £40 - £41

Price levels: 2 different prices over 89 days

Description

If you buy a new BMW you may be surprised as much by the owner's manual as by the car itself. Thin, personalized, and containing information only on the features you have selected in the language you speak, it is the result of a year's collaboration with Xerox that has radically improved the product and decimated costs. It is just one example of the new organizational structures and processes being developed at leading companies to serve the global marketplace. As firms realize that dealing with global customers is not simply an extension of key account management, their most common response is to launch a formal global account management initiative. Done well this is powerful and effective; however without proper planning it can spell disaster. Drawing on widely accepted 'key success factors' for global account management as well as new elements revealed by their research, David Hennessy and Jean-Pierre Jeannet redefine the process global account management around the premise that sustainable value springs only from an expert understanding of the customer's industry, its structure and its strategy. The book covers all critical aspects of the topic (the planning process, account selection, team building, executive support, global IT requirements, compensation structures and more) and draws on interviews with top global account managers at leading companies including IBM, Cable and Wireless, Siemens, HP, Guinness, Cisco, and Procter & Gamble.

Product Specifications

Brand: Wiley
Format: hardcover
ASIN: 0470848928
Category: Books > Subjects > Business, Finance & Law > Professional Finance
Domain: Amazon UK
Release Date: 24 June 2003
Listed Since: 05 February 2007

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Wiley Global Account Management: Creating Value

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