Hennessey, H.D.
Global Account Management: Creating Value
- ISBN 13:
- 9780470848920
- author:
- Hennessey, H.D.
- format:
- HardBack
- publisher:
- John Wiley & Sons
- language:
- English
- Publication Year:
- 2003
- Pages:
- 270
- Dimensions:
- 166 mm X 236 mm
- Genre:
- Business & Management
- Condition:
- New
- Availability:
- Item usually sent within 5 working days
Description
Global Account Management: Creating Value by Hennessey, H. David and Jeannet, Jean-Pierre is a comprehensive guide to establishing effective global account management initiatives. Drawing on research and interviews with top executives at leading companies, the authors redefine the process around the premise that sustainable value springs from expert understanding of the customer's industry, structure, and strategy. The book covers all critical aspects of global account management, including planning, team building, executive support, IT requirements, compensation structures, and more. By providing a structured approach to managing key accounts in the global marketplace, this book helps organizations avoid common pitfalls and achieve successful outcomes. With insights from leading companies such as IBM, Cable and Wireless, Siemens, HP, Guinness, Cisco, and Procter & Gamble, Global Account Management: Creating Value offers practical advice for those looking to develop their global account management skills.
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