Global Account Management by Peter Cheverton

Global Account Management by Peter Cheverton

The aim of the book is to highlight the significant challenges of Global Account Management and to guide the reader through the process of decisions and actions required to make it a success. Global Account Management explores topics such as the critical success factors; understanding the global buyer; understanding the customer's decision making process; making it happen - structure and the persuasive process; the Global Account Plan; and cultural diversity. The implications of making the wrong decisions are enormous - Global Account Management is about deciding the fate of relationships with major customers, committing a business to a series of significant investments and most importantly of all - securing the future success of a company.

"Practical advice on the decisions and actions required to successfully meet the challenges of GAM" Reference and Research Book News "Explores the significant challenges of global account management(GAM) and guides the reader through the process of decisions and actions required to make it a success." Journal of Economic Literature

Peter Cheverton is a Director of INSIGHT Marketing and People, an international training and consultancy firm specializing in marketing and key account management, with clients in financial services, pharmaceuticals, speciality chemicals and IT. He is the author of Key Account Management, Key Marketing Skills and Key Account Management in Financial Services, all published by Kogan Page.

SKU	Nicht verfügbar
ISBN 13	9780749445386
ISBN 10	0749445386
Titel	Global Account Management
Autor	Peter Cheverton
Buchzustand	Nicht verfügbar
Bindungsart	Hardback
Verlag	Kogan Page Ltd
Erscheinungsjahr	2006-04-03
Seitenanzahl	256
Hinweis auf dem Einband	Die Abbildung des Buches dient nur Illustrationszwecken, die tatsächliche Bindung, das Cover und die Auflage können sich davon unterscheiden.
Hinweis	Nicht verfügbar