Managing Global Accounts (American Marketing Association)

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9780324400762: Managing Global Accounts (American Marketing Association)

Learn to effectively manage your global accounts from global account authorities! With practical and proven insight for developing and maintaining a global account program, MANAGING GLOBAL ACCOUNTS delivers invaluable tips for selecting global accounts, developing line organization, securing senior management commitment, finding effective account managers, demonstrating value, optimizing the global account relationship, and more.

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About the Author:

Noel Capon is the R.C. Kopf Professor of International Marketing and Chair of the Marketing Division at the Graduate School of Business, Columbia University. He is also author of the highly acclaimed book Key Account Management and Planning, (The Free Press, 2001) and director of senior-executive Strategic Account Management Programs at Columbia Business School and at the Carlson School at the University of Minnesota.

Dave Potter had a 35-year career at Xerox, a company known for significant managerial innovation. After holding a variety of domestic sales management and quality officer positions, he filled numerous Asian posts, including director of marketing, China South Pacific, general manager, South East Asia, and vice president of marketing, Fuji Xerox Asia Pacific. From 1995 to 2002, he was the director of marketing, global account management.

Fred Schindler had a similar 33-year career with IBM during which he consulted with IBM account teams and customers to improve global account management. For seven years, Fred was program executive for IBM¿s Global Customer Management program, encompassing its top 150 global clients. He consulted with multinational client teams and with team leaders of various IBM infrastructure groups¿the international special bids group, relationship management process owners, services support groups, and brand divisions.

Review:

"An indispensable how-to book for CEOs who lead global companies and, even more importantly, for those who aspire."

"Implementing global account management is not easy. In a unique partnership of the business world with academe, Capon, Potter, and Schindler lay out a comprehensive roadmap for developing a global account program. If you are trying to support your global customers, I recommend you read and use this book. You will save yourselves time and many missteps as you learn from the myriad of insights the authors provide."

"I’ve seen it from both sides of the desk. Increasingly all firms are impacted by globalization. Key account management is tough enough--managing global accounts is even tougher. Capon, Potter, and Schindler lay out a comprehensive roadmap for managing global accounts. Done right, global account management provides value to supplier and to global customer. The authors show how to do it."

"This book addresses a very important topic in customer management and will undoubtedly become an essential component of every global account manager’s toolkit. The authors offer a clear step-by-step guide on how managers can proactively conceive, design, and implement effective and profitable global account management programs."

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Noel Capon, Dave Potter, Fred Schindler
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