""This book does something that others have failed to do. That is to lock together solid academic research with real world business issues. Kevin Wilson and Nick Speare offer us an insightful view of the issues facing any executive embarking on the journey of global account management."" -- Fred Schindler, Program Executive, IBM Global Customer Management, NC, USA
Based on a major global research study into Global Account Management (GAM), Successful Global Account Managment
shows companies how to adopt a radically different approach to dealing with their key accounts to operate as truly global suppliers.