Can I read Global Account Management : Creating Value on EtoBox?

Global Account Management : Creating Value by H. David Hennessey, Jean-Pierre Jeannet, Hubert D. Hennessey is a book available to read on EtoBox.

What is Global Account Management : Creating Value about?

<p><p>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, Acco

Author

H. David Hennessey, Jean-Pierre Jeannet, Hubert D. Hennessey

Publisher

John Wiley & Sons, Incorporated

Published

2003

Language

EN

ISBN

9780470871416

Subjects

Management, Marketing, Business