Many of our
clients face a global challenge; matching the global aspirations of their
customers requires consideration of issues as varied as organisational
structure, performance management, planning and cultural diversity.
Our own
experience, working in over fifty countries around the globe, leaves us
particularly well qualified to help with such challenges.
As well as
delivering client specific training workshops, we regularly present 'Key
Account Management' and 'Global Account Management' Masterclasses, with
recent sessions scheduled in:
Beijing, Brussels, Budapest, Chicago, Kuala Lumpur. London, Paris, Prague, Seoul, Shanghai, Singapore,
Stockholm, Tokyo,
Vienna, Warsaw.
A complete action kit of tools
and techniques for managing
key global customers
By
Peter Cheverton
Price: GBP 24.95 Plus GBP 3.00 P&P
ISBN: 978-0-7494-5227-8 (Paperback)
This book has been translated into Japanese - contact us for details
The prospect of true 'Global Account Management' (GAM) looms large for many
suppliers as their customer base grows larger and the world grows smaller. Even
the experience and hard-learnt lessons of national 'Key Account Management' may
not be enough to ease the adjustment to this new challenge.
Supplying a customer, such as Tesco, across Europe rather than across the
United Kingdom
is a much taller order than simply accommodating the extra miles involved.
'Global Account Management' examines the significant challenges of 'Global
Account Management' and is the first book to offer practical advice on the
range of decisions and actions required to make it a success.
It begins by defining what constitutes a truly global account, sets out the
specific challenges of GAM and explains how to manage an account. Topics
include: understanding the global buyer; understanding the decision-making
process; managing global touch points; the Global Account Plan; cultural
diversity; performance and reward. 'Global Account Management' is essential
reading for business directors, sales and marketing directors and global
account managers.
For further infomation please click here to contact us.
