Global Account Management
£37.50
Stock type: -
Stock reference: 01.079
£37.50
Stock type: -
Stock reference: 01.079
Subtitled: A Complete Action kit of Tools and Techniques for Managing Key Global Customers
For many suppliers t he prospect of true Global Account Management (GAM) looms large as their customer base grows larger and the world effectively grows smaller.
Even the wealth of experience and hard-learnt lessons of existing national Key Account Management may not be enough to ease the adjustment to this new challenge. For instance, supplying a large supermarket chain such as Tesco across Europe rather than across the United Kingdom involves much more than simply accommodating the extra vehicle mileage involved.
Global Account Management examines the significant challenges of Global Account Management and offers practical advice on the range of decisions and actions required to make it a success. The book begins by defining what constitutes a truly global account, sets out the specific challenges of GAM and explains how to successfully manage an account.
Topics include: -
- understanding the global buyer;
- understanding the decision-making process;
- managing global touch points;
- the Global Account Plan;
- performance and reward.
By Peter Cheverton
Hardback. 246x189mm. 304 pages
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