Bibliographic record and links to related information available from the Library of Congress catalog.
Note: Contents data are machine generated based on pre-publication provided by the publisher. Contents may have variations from the printed book or be incomplete or contain other coding.
Contents List of Figures viii List of Table ix Preface x Part I. Foundation 1 Managing Globally 3 2 Exploiting Globalization Drivers and Potential 27 3 Integrating GCM with Global Strategy and Organization 44 4 Structuring the Global Customer Management Program 68 Part II. Key Choices 5 Selecting and Managing Global Accounts 93 6 Empowering Global Account Managers 111 7 Building the Global Account Team 127 Part III. Supporting Tools 8 Managing Knowledge 143 9 Rewarding and Motivating the Team 155 Part IV. Process 10 Developing for Ongoing Effectiveness 169 11 Winning with Critical Success Factors 189 Appendix: Case Studies 200 Bibliography 245 Index 258
Library of Congress Subject Headings for this publication:
Customer relations -- Management.
International business enterprises -- Management.