Global Account Management by H. David Hennessey
Look inside with Google Book Preview
Global Account Management
By H. David Hennessey

Global Account Management

Creating Value

By (author) See other recent books by H. David Hennessey See other recent books by Jean-Pierre Jeannet
Format: Hardback

Normal Price: $96.95
Your Price: $87.26 AUD, inc. GST
Shipping: $7.95 per order
You Save: $9.69! (10% off normal price)
Plus...earn $4.36 in Boomerang Bucks
Availability: Available Available to Backorder, No Due Date for Supply

Global Account Management by H. David Hennessey

Book Description

If you buy a new BMW you may be surprised as much by the ownera s manual as by the car itself. Thin, personalized, and containing information only on the features you have selected in the language you speak, it is the result of a yeara s collaboration with Xerox that has radically improved the product and decimated costs. It is just one example of the new organizational structures and processes being developed at leading companies to serve the global marketplace. As firms realize that dealing with global customers is not simply an extension of key account management, their most common response is to launch a formal global account management initiative. Done well this is powerful and effective; however without proper planning it can spell disaster. Drawing on widely accepted a key success factorsa for global account management as well as new elements revealed by their research, David Hennessy and Jean--Pierre Jeannet redefine the process global account management around the premise that sustainable value springs only from an expert understanding of the customera s industry, its structure and its strategy. The book covers all critical aspects of the topic (the planning process, account selection, team building, executive support, global IT requirements, compensation structures and more) and draws on interviews with top global account managers at leading companies including IBM, Cable and Wireless, Siemens, HP, Guinness, Cisco, and Procter & Gamble.

Buy Global Account Management book by H. David Hennessey from Australia's Online Bookstore, Boomerang Books.

Book Details

ISBN: 9780470848920
ISBN-10: 0470848928
Format: Hardback
(238mm x 162mm x 21mm)
Pages: 270
Imprint: John Wiley & Sons Ltd
Publisher: John Wiley and Sons Ltd
Publish Date: 24-Jun-2003
Country of Publication: United Kingdom

Books By Author H. David Hennessey


» Have you read this book? We'd like to know what you think about it - write a review about Global Account Management book by H. David Hennessey and you'll earn 50c in Boomerang Bucks loyalty dollars (you must be a member - it's free to sign up!)

Write a book review

Author Biography - H. David Hennessey

Dr. H. David Hennessey is currently an Associate Professor of Marketing and International Business at Babson College, Wellesley, MA. USA. He is an Associate of Ashridge, UK, and has taught at IMD, Lausanne, Switzerland. Prior to this he was the Director of Marketing at Interpace Corporation and worked as the Market Analyst at American Can Company. He previously consulted for AT&T, ICI, Jardine Matheson, Compaq, Philips, DSM, and Ansell Edmont. His previous publications include: Global Marketing: Strategy and Cases, 5th Edition (2001), and How to Write a Marketing Plan, 3rd Edition (1998). Dr. Jeane--Pierre Jeannet is currently the F.W. Olin Distinguished Professor of Global Business and Director of the William F. Glavin Center for Global Management at Babson College, Wellesley, MA, USA. He also has a dual appointment as Professor of Global Marketing and Strategy also at IMD, Lausanne, Switzerland. He previously worked in banking in Switzerland and New York and has been an active consultant with many international firms such as AVEBE, Coutts, Deloitte Touch Tohmatsu, DSM, Huntsman Chemicals, ICI, Lego, Nokia, Polaroid, Serono, Siemens, Swatch and Zeneca. His previous work includes Managing with a Global Mindset and co--authored titles including: Marketing Problems, Cases in International Marketing, Global Marketing: Strategies and Cases, and Cases in Marketing Management.

Boomerang Bucks close

For every $20 you spend on books, you will receive $1 in Boomerang Bucks loyalty dollars. You can use your Boomerang Bucks as a credit towards a future purchase from Boomerang Books. Note that you must be a Member (free to sign up) and that conditions do apply.

Recent books by H. David Hennessey close
Global Marketing by H. David Hennessey
Recent books by Jean-Pierre Jeannet close
Beyond Traditional Marketing by Jean-Pierre Jeannet
Global Account Management by Jean-Pierre Jeannet
» close