MARC Record from harvard_bibliographic_metadata

LEADER: 02920cam a22002894a 4500
001 010005976-7
005 20060704180114.0
008 051205s2006 enka b 001 0 eng
010 $a 2005035381
015 $aGBA614209$2bnb
016 7 $a013380427$2Uk
020 $a0749445386
024 3 $a9780749445386
035 0 $aocm62593441
040 $aDLC$cDLC$dUKM$dBAKER$dC#P
042 $apcc
050 00 $aHD62.4$b.C445 2006
082 00 $a658.8/4$222
100 1 $aCheverton, Peter.
245 10 $aGlobal account management :$ba complete action kit of tools and techniques for managing big customers in a shrinking world /$cPeter Cheverton.
260 $aLondon ;$aPhiladelphia :$bKogan Page Limited,$c2006.
300 $axiii, 242 p. :$bill. ;$c26 cm.
504 $aIncludes bibliographical references and index.
505 0 $aDefining "global". Truly global, or just plain international? ; Timing your global response : handling the "would-be" globals ; Taking the leap "upstairs" -- The particular challenge of GAM. Organizational and structural complexity ; Authority ; The irrationality of senior managers (no, really) ; Culture ; Geography and time zones -- Innocents among wolves, and other deadly sins -- The critical success factors : making it happen -- Getting the big picture. Opportunity chain analysis ; Business driver analysis ; The shared future analysis ; A postscript -- 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 -- Understanding the customer's decision-making process. The types of DMU ; DMU analysis : the toolkit -- Managing the global touch points. Influencing strategy ; Service provision strategy ; The invisible interactions -- Getting the board on board. Champions and enablers ; Leadership, empowerment and coaching ; Participants -- The global account manager : rarest of breeds? The skills for the task ; Managing teams ; Coaching ; Authority ; The global account manager : a sales professional? -- Making it happen : structure and the persuasive process. Some "guidelines" ; Making it happen : the "persuasive process" -- Performance and reward. Right performance, right reward ; Measuring the reward : customer profitability -- Getting IT right -- The global account plan -- Harnessing the strengths of cultural diversity. Cultural preferences ; What goes wrong? ; What must go right? ; Cultural preference : the 16 scales ; Forging a competitive advantage -- Next steps, and getting further help. Value propositions ; Insight marketing and people ; Further reading -- Index.
650 0 $aInternational business enterprises$xManagement.
988 $a20060704
906 $0DLC