Global Account Management
A Complete Action Kit of Tools and Techniques for Managing Key Global Customers
By (author) Peter Cheverton
Global Account Management by Peter Cheverton
Book Description"Global Account Management" explains the significant challenges of establishing a global account strategy and guides you through the process of decisions and actions required to manage global accounts successfully. The book provides a thorough, workmanlike template for all businesses with global clients. It shows you the issues you need to consider from the point of view of both your customers and your company's internal structure. Author Peter Cheverton - an expert practitioner and teacher of account management - highlights the difference between an international company operating in different markets and one that can be considered as truly global. He reveals that, to operate accounts globally, you need to understand whether your client has consistent needs across different countries; possesses a global operational structure; and has the ability to implement global decisions. He then details the factors critical to your successful handling of a global account. The implications of making the wrong decisions in a global marketplace are enormous - "Global Account Management" gives you the information and insight you need to establish the best long-term relationships with your biggest clients, and - most importantly of all - secure the future success of your company. "Global Account Management" is an essential guide for business directors, sales and marketing directors, and global account managers.
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Book DetailsISBN: 9780749452278
(234mm x 156mm x 15mm)
Imprint: Kogan Page Ltd
Publisher: Kogan Page Ltd
Publish Date: 3-Jan-2008
Country of Publication: United Kingdom
Books By Author Peter Cheverton
Key Account Management, Paperback (February 2015)
Key Account Management is the definitive work on account management, showing how a unique yet simple methodology, effectively implemented, can identify, win, retain and develop a company's key customers.
Understanding the Professional Buyer, Paperback (November 2010)
A guide for sales people, giving them insight into the behaviour and strategies of buyers, so that they are able to deal with them more successfully and regain power in the buyer-seller relationship.
Building the Value Machine, Hardback (November 2009)
Represents the type of business that many aspire towards - a business able to align its internal functions (sales, marketing etc) in order to collaborate with its key customers in the creation of real and unique value for mutual benefit.
Key Marketing Skills, Paperback (October 2004)» View all books by Peter Cheverton
Fully interactive, this toolkit contains numerous case studies and a CD-ROM that allows students to formulate an action plan for any organization that requires marketing. Aimed at students, the kit should also help those wanting to review their knowledge
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Author Biography - Peter Cheverton
Peter Cheverton is a Director of INSIGHT Marketing and People, an international training and consultancy firm specializing in marketing and key account management, with clients in financial services, pharmaceuticals, speciality chemicals and IT. He is the author of Key Account Management, Key Marketing Skills and Key Account Management in Financial Services, all published by Kogan Page.
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