Successful Global Account Management

Successful Global Account Management

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While the concept of Global Account Management (GAM) is not new, there are numerous differences, both subtle and overt, between it and the conventional management of overseas accounts. So what are the differences? How should we define GAM? And how can companies ensure that their global accounts are managed successfully?These are just some of the many key issues addressed in Successful Global Account Management. Drawing on the finding of a number of international research projects, as well as their own experience as practitioners and consultants, the authors unravel the complexities of GAM. They introduce a wide range of case examples that clearly illustrate how many of the world's leading companies have addressed the challenges inherent in GAM. They also provide models, processes and implementation guidelines that will give any manager unique insights into all the major themes and issues directly related to achieving GAM effectiveness, including:- What is a global account manager- How to set up and manage a global program and team- Negotiating global agreements- Managing global supply chains- Leveraging knowledge- Reconciling global/local interests- Putting the GAM strategy into practiceSuccessful Global Account Management will provide any manager responsible for implementing a GAM program with a range of tools for success. It will also show CEOs and senior management the strategic importance of GAM in relation to their organization's overall business objectives.About Miller HeimanMiller Heiman, Inc. is a leading developer and provider of strategic sales process solutions for sales professionals around the world. It has pioneered several highly respected sales-process programs, including Strategic SellingAr, Conceptual SellingAr, Large Account Management Process (LAMP)Ar, Manager's Coaching and Channel Partner Management. Many large companies, such as Marriott Corporation, Dow Chemical, PricewaterhouseCoopers and Wells Fargo have implemented these processes.THE DEVELOPMENT OF CONSULTATIVE SELLING APPROACHES During the 1970s and early 1980s, as markets became ... Miller Heiman, Inc., with Strategic SellingAr and Conceptual SellingAr, was one of the earliest organizations toanbsp;...

Title:Successful Global Account Management
Author: Kevin Wilson, Nick Speare, Samuel J. Reese
Publisher:Kogan Page Publishers - 2002

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