Managing global customers : an integrated approach /

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Highlighting the rewards of taking a step beyond global account management to create a Global Customer Management approach integrating all aspects of the relationship between supplier and customer, this book guides international companies in using their relationships with global customers to their f...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Yip, George S.
Otros Autores: Bink, Audrey J. M.
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Oxford ; New York : Oxford University Press, 2007.
Temas:
Customer relations > Management.
International business enterprises > Management.
Entreprises multinationales > Gestion.
BUSINESS & ECONOMICS > International > Marketing.
BUSINESS & ECONOMICS > Marketing > Multilevel.
BUSINESS & ECONOMICS > Exports & Imports.
Customer relations > Management
International business enterprises > Management
Kundenmanagement
Multinationales Unternehmen
Relations avec la clientèle > Gestion.
Entreprises multinationales > gestion.
Acceso en línea:Texto completo
Tabla de Contenidos:
  • Preface; PART I: FOUNDATION; 1. Managing Globally; 2. Exploiting Globalization Drivers and Potential; 3. Integrating GCM with Global Strategy and Organization; 4. Structuring the Global Customer Management Program; PART II: KEY CHOICES; 5. Selecting and Managing Global Accounts; 6. Empowering Global Account Managers; 7. Building the Global Account Team; PART III: SUPPORTING TOOLS; 8. Managing Knowledge; 9. Rewarding and Motivating the Team; PART IV: PROCESS; 10. Developing For Ongoing Effectiveness; 11. Winning with Critical Success Factors; PART V: CASE STUDIES.

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