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 | Unavailable |
| ISBN 13 | 9780749445386 |
| ISBN 10 | 0749445386 |
| Title | Global Account Management |
| Author | Peter Cheverton |
| Condition | Unavailable |
| Binding Type | Hardback |
| Publisher | Kogan Page Ltd |
| Year published | 2006-04-03 |
| Number of pages | 256 |
| Cover note | Book picture is for illustrative purposes only, actual binding, cover or edition may vary. |
| Note | Unavailable |