Global Account Management explains the challenges of establishing a global account strategy and guides the reader through the process of decisions and actions r

Based on a major global research study into Global Account Management (GAM), Successful Global Account Managment shows companies how to adopt a radically differ

Multinational companies need to manage their relationships with multinational customers with a globally integrated approach. This book provides a systematic fra

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 feature

"... Addresses the factors that make managing the account relationship different from territory management, and offers tools to help the account manager measure