Global Account Management Creating Value
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Co-auteur:
Jean-Pierre Jeannet
- Engels
- Hardcover
- 9780470848920
- 24 juni 2003
- 272 pagina's
Samenvatting
If you buy a new BMW you may be surprised as much by the ownera 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 yeara s collaboration with Xerox that has radically improved the product and decimated costs.
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 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.
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Inhoud
- Taal
- en
- Bindwijze
- Hardcover
- Oorspronkelijke releasedatum
- 24 juni 2003
- Aantal pagina's
- 272
- Illustraties
- Nee
Betrokkenen
- Hoofdauteur
- H. David Hennessey
- Tweede Auteur
- Jean-Pierre Jeannet
- Co Auteur
- Jean-Pierre Jeannet
- Hoofduitgeverij
- Onbekend
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- Extra groot lettertype
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- Product breedte
- 162 mm
- Product hoogte
- 21 mm
- Product lengte
- 232 mm
- Studieboek
- Nee
- Verpakking breedte
- 159 mm
- Verpakking hoogte
- 19 mm
- Verpakking lengte
- 229 mm
- Verpakkingsgewicht
- 544 g
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- EAN
- 9780470848920
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