The practice of global account management (GAM) requires the development of a new structure, which is needed to support the global account manager. Companies are struggling with the components of this new structure as well as with GAM’s role providing additional value for the global account, which could not be provided effectively at the local level. Supported by case studies and interviews, this book examines the key aspects of developing and managing global customers.
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The practice of global account management (GAM) requires the development of a new structure, which is needed to support the global account manager. Companies are struggling with the components of this new structure as well as with GAM’s role providing additional value for the global account, which could not be provided effectively at the local level. Supported by case studies and interviews, this book examines the key aspects of developing and managing global customers.
Imprint | John Wiley & Sons |
Country of origin | United States |
Release date | June 2003 |
Availability | Expected to ship within 12 - 17 working days |
First published | August 2003 |
Authors | H.D. Hennessey |
Dimensions | 234 x 156 x 16mm (L x W x T) |
Format | Hardcover |
Pages | 272 |
Edition | New |
ISBN-13 | 978-0-470-84892-0 |
Barcode | 9780470848920 |
Categories | |
LSN | 0-470-84892-8 |