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Successful Global Account Management: Key Strategies and Tools for Managing Global Customers Hardcover – 8 Nov 2001


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Successful Global Account Management: Key Strategies and Tools for Managing Global Customers + Global Account Management: a complete Action Kit of Tools and Techniques for Managing Key global Customers: 1 + Managing Global Customers: An Integrated Approach
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Product details

  • Hardcover: 264 pages
  • Publisher: Kogan Page (8 Nov 2001)
  • Language: English
  • ISBN-10: 0749436042
  • ISBN-13: 978-0749436049
  • Product Dimensions: 16.1 x 2.5 x 24.1 cm
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (2 customer reviews)
  • Amazon Bestsellers Rank: 207,043 in Books (See Top 100 in Books)
  • See Complete Table of Contents

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Product Description

Review

""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

Book Description

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.

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1 of 1 people found the following review helpful By Mr. Robert Bowes on 23 Oct 2002
Format: Hardcover
It seems incredible that with so many books on selling, that this is the first (at least that I've discovered), covering the important topic of Global Account Management.
This is a good, solid and readable book on the subject. Written in an 'academic' style, but not heavy with it.
Each chapter builds on the previous into a collaborative picture between seller and customer - although the book is clearly written from the sellers perspective.
What the book lacks, is in-depth case studies and stories of successful global account management. Perhaps an area the authors can consider for a follow-up, to demonstrate that their business models are truly valid.
In summary, a good first book on the subject, and well worth reading if you work with Global Accounts. I have already recommended it to a number of my colleagues.
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Format: Hardcover
As a global key account manager, reading this and many of Kevin Wilson's published articles in this field lead me to use my experiences and this rare B2B common sense- easy to read literature to assist my Executive MBA research into this field with extemely positive results. These guys are way ahead of all other authors in this field - buy it.
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