Global Account Management shows you how to manage international business accounts, giving you the tools and techniques to look after the large accounts of big customers, in a world that is getting smaller.
Global Account Management shows you how to manage international business accounts, giving you the tools and techniques to look after the large accounts of big customers, in a world that is getting smaller.Hinweis: Dieser Artikel kann nur an eine deutsche Lieferadresse ausgeliefert werden.
Contents About the author Acknowledgements Introduction 1 Defining 'global' Truly global, or just plain international?; Timing your global response -- handling the 'would-be' globals; Taking the leap... upstairs... 2 The particular challenge of GAM Organizational and structural complexity; Authority; The irrationality of senior managers (no, really); Culture; Geography and time zones 3 Innocents among wolves, and other deadly sins... 4 The critical success factors -- making it happen 5 Getting the big picture Opportunity chain analysis; Business driver analysis; The shared future analysis; A postscript 6 Understanding the global buyer The global buyer's ambitions and purpose; Buying power -- pricing and terms ; Operational efficiencies -- organizational structure; Supply chain management -- making it happen; Supplier management -- rationalization, positioning, and key/strategic suppliers; Protecting your investment; Postscript -- some deadly realism 7 Understanding the customer's decision-making process The types of DMU; DMU analysis -- the toolkit 8 Managing the global touch points Influencing strategy; Service provision strategy; The invisible interactions 9 Getting the board on board Champions and enablers; Leadership, empowerment and coaching; Participants 10 The global account manager -- rarest of breeds? The skills for the task; Managing teams; Coaching ; Authority; The global account manager -- a sales professional? 11 Making it happen -- structure and the persuasive process Some 'guidelines'; Making it happen -- the 'persuasive process' 12 Performance and reward Right performance, right reward; Measuring the reward -- customer profitability 13 Getting IT right 14 The global account plan 15 Harnessing the strengths of cultural diversity Cultural preferences; What goes wrong?; What must go right?; Cultural preference -- the 16 scales; Forging a competitive advantage 16 Next steps, and getting further help Value propositions; INSIGHT Marketing and People; Further reading Index
Contents About the author Acknowledgements Introduction 1 Defining 'global' Truly global, or just plain international?; Timing your global response -- handling the 'would-be' globals; Taking the leap... upstairs... 2 The particular challenge of GAM Organizational and structural complexity; Authority; The irrationality of senior managers (no, really); Culture; Geography and time zones 3 Innocents among wolves, and other deadly sins... 4 The critical success factors -- making it happen 5 Getting the big picture Opportunity chain analysis; Business driver analysis; The shared future analysis; A postscript 6 Understanding the global buyer The global buyer's ambitions and purpose; Buying power -- pricing and terms ; Operational efficiencies -- organizational structure; Supply chain management -- making it happen; Supplier management -- rationalization, positioning, and key/strategic suppliers; Protecting your investment; Postscript -- some deadly realism 7 Understanding the customer's decision-making process The types of DMU; DMU analysis -- the toolkit 8 Managing the global touch points Influencing strategy; Service provision strategy; The invisible interactions 9 Getting the board on board Champions and enablers; Leadership, empowerment and coaching; Participants 10 The global account manager -- rarest of breeds? The skills for the task; Managing teams; Coaching ; Authority; The global account manager -- a sales professional? 11 Making it happen -- structure and the persuasive process Some 'guidelines'; Making it happen -- the 'persuasive process' 12 Performance and reward Right performance, right reward; Measuring the reward -- customer profitability 13 Getting IT right 14 The global account plan 15 Harnessing the strengths of cultural diversity Cultural preferences; What goes wrong?; What must go right?; Cultural preference -- the 16 scales; Forging a competitive advantage 16 Next steps, and getting further help Value propositions; INSIGHT Marketing and People; Further reading Index
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