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Global Account Management: Creating Value

ISBN: 978-0-470-84892-0
Hardcover
272 pages
August 2003
List Price: US $90.00
Government Price: US $57.60
Enter Quantity:   Buy
Global Account Management: Creating Value (0470848928) cover image
This is a Print-on-Demand title. It will be printed specifically to fill your order. Please allow an additional 10-15 days delivery time. The book is not returnable.

Preface.

1. Introduction .

2. Global Drivers.

3. Analyzing a  Global Customer's Industry .

4. Analyzing the Global Logic of a Customer's Business .

5. Understanding the Client's Strategy.

6. Developing and Delivering the Value Proposition .

7. The Global Account Management Team .

8. Supporting and Implementing Global Account Management .

Appendix: Global Account Management in Action: Xerox, Marriott International and Hewlett-Packard .

Bibliography.

Index.

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