| Description |
1 online resource (xiii, 272 pages) |
| Contents |
Preface; PART I: FOUNDATION; 1. Managing Globally; 2. Exploiting Globalization Drivers and Potential; 3. Integrating GCM with Global Strategy and Organization; 4. Structuring the Global Customer Management Program; PART II: KEY CHOICES; 5. Selecting and Managing Global Accounts; 6. Empowering Global Account Managers; 7. Building the Global Account Team; PART III: SUPPORTING TOOLS; 8. Managing Knowledge; 9. Rewarding and Motivating the Team; PART IV: PROCESS; 10. Developing For Ongoing Effectiveness; 11. Winning with Critical Success Factors; PART V: CASE STUDIES |
| Summary |
Highlighting the rewards of taking a step beyond global account management to create a Global Customer Management approach integrating all aspects of the relationship between supplier and customer, this book guides international companies in using their relationships with global customers to their full potential |
| Bibliography |
Includes bibliographical references (pages 245-257) and index |
| Notes |
English |
|
Print version record |
| Subject |
Customer relations -- Management.
|
|
International business enterprises -- Management.
|
| Form |
Electronic book
|
| Author |
Bink, Audrey J. M.
|
| LC no. |
2007020335 |
| ISBN |
0191528048 (electronic bk.) |
|
0191696374 |
|
019922983X (Cloth) |
|
143561772X (electronic bk.) |
|
9780191528040 (electronic bk.) |
|
9780191696374 |
|
9780199229833 (Cloth) |
|
9781435617728 (electronic bk.) |
|
