Global Account Management

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Global Account Management

Author : Peter Cheverton
Publisher : Kogan Page Publishers
ISBN 13 : 0749452277
Total Pages : 256 pages
Book Rating : 4.7/5 (494 download)

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Book Synopsis Global Account Management by : Peter Cheverton

Download or read book Global Account Management written by Peter Cheverton and published by Kogan Page Publishers. This book was released on 2008 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Global Account Management explains the challenges of establishing a global account strategy and guides the reader 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. Peter Cheverton highlights the difference between an international company operating in different markets and one that can be considered truly global. He explains that company directors need to understand whether a client has consistent needs across different countries, possesses a global operational structure, and has the ability to implement global decisions. Cheverton then details the factors critical to successful handling of a global account. The implications of making the wrong decisions in a global marketplace are enormous. Global Account Management gives readers the information and insight they need to ensure the future success of their companies.

Successful Global Account Management

Author : Kevin Wilson
Publisher : Kogan Page Publishers
ISBN 13 : 9780749436049
Total Pages : 272 pages
Book Rating : 4.4/5 (36 download)

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Book Synopsis Successful Global Account Management by : Kevin Wilson

Download or read book Successful Global Account Management written by Kevin Wilson and published by Kogan Page Publishers. This book was released on 2002 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: Based on a major global research study into Global Account Management (GAM), Successful Global Account Managment shows companies how to adopt a radically different approach to dealing with their key accounts to operate as truly global suppliers.

Managing Global Customers

Author : George S. Yip
Publisher : OUP Oxford
ISBN 13 : 0191607835
Total Pages : 288 pages
Book Rating : 4.1/5 (916 download)

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Book Synopsis Managing Global Customers by : George S. Yip

Download or read book Managing Global Customers written by George S. Yip and published by OUP Oxford. This book was released on 2007-09-06 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: Multinational companies need to manage their relationships with multinational customers with a globally integrated approach. This book provides a systematic framework for developing and implementing such global customer management programs. It draws on in-depth research at over 20 major U.S. and European multinational companies, such as ABB, Bechtel, BP, Bosch, British Airways, Carrefour, Daimler-Chrysler, Hewlett-Packard, HSBC, IBM, Schlumberger, Shell, Siemens, Tesco, Unilever, Vodafone, Wal-Mart, and Xerox. Readers will learn how to · think about managing global customers in the context of their overall global strategy · develop effective global customer management programs · overcome barriers to implementation and success · build better relationships with important customers · get the entire company to engage with managing global customers This book takes a strategic, total business, and not just sales approach to managing global customers. It also takes a customer as well as a supplier perspective. The book provides guidance on both strategy and implementation. Yip and Bink's Managing Global Customers takes a systematic and logic driven approach, yet provides many creative insights and practical advice. Managing Global Customers highlights the rewards of taking a step beyond global account management to create a Global Customer Management approach, integrating globally all aspects of the relationship between supplier and customer. The book gives a framework that guides international companies in using their relationships with global customers to their full potential. George Yip, author of the widely-praised Total Global Strategy, and Audrey Bink tackle in-depth one of the most important aspects of global strategy: How to manage global customers.

Global Account Management

Author : H. David Hennessey
Publisher : John Wiley & Sons
ISBN 13 : 0470871415
Total Pages : 270 pages
Book Rating : 4.4/5 (78 download)

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Book Synopsis Global Account Management by : H. David Hennessey

Download or read book Global Account Management written by H. David Hennessey and published by John Wiley & Sons. This book was released on 2004-11-19 with total page 270 pages. Available in PDF, EPUB and Kindle. Book excerpt: If you buy a new BMW you may be surprised as much by the owner'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 year'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 'key success factors' 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 customer'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.

Key Account Management

Author : Diana Woodburn
Publisher : John Wiley & Sons
ISBN 13 : 047097415X
Total Pages : 497 pages
Book Rating : 4.4/5 (79 download)

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Book Synopsis Key Account Management by : Diana Woodburn

Download or read book Key Account Management written by Diana Woodburn and published by John Wiley & Sons. This book was released on 2011-03-07 with total page 497 pages. Available in PDF, EPUB and Kindle. Book excerpt: "This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so they really understand what they are supposed to be doing. Anything less is just old-fashioned selling." Developing successful business-to-business relationships with more customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book by intentionally known authors who have worked at the highest levels with more key and strategic account managers worldwide than probably any other leading advisors. Based on the hugely influential KEY CUSTOMERS it looks at: Why has account management become so critical to commercial success? What are the key challenges and how do successful companies respond? What part does key account management play in strategic planning? How do companies build profitable relationships with their customers? How does key account management actually work? What does a successful key account manager look like and what skills does he/she need? How should key account managers be evaluated and rewarded? How do companies achieve key account management? By addressing these key questions Woodburn and McDonald provide tools and processes for success honed by tough consultancy projects with the boards of some of the world's leading companies. The book stresses the elements that really matter - from developing a customer categorization system that really works and analyzing the needs of key accounts; to understanding the new skills required by key account managers and ensuring that key account plans are implemented. The 'real world' approach is backed by tested principles and the latest research from the renowned Cranfield School of Management. Key Account Management comes from authors who have taught leading companies how to approach their most powerful and demanding customers and still make money. It is essential reading for all senior management with strategic responsibility, for key or strategic account directors, and for marketing and sales executives. The clear and authoritative approach also makes it an outstanding text for the serious MBA and executive student as well as business-to-business company directors and key account managers.

Handbook of Strategic Account Management

Author : Diana Woodburn
Publisher : John Wiley & Sons
ISBN 13 : 1118509072
Total Pages : 648 pages
Book Rating : 4.1/5 (185 download)

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Book Synopsis Handbook of Strategic Account Management by : Diana Woodburn

Download or read book Handbook of Strategic Account Management written by Diana Woodburn and published by John Wiley & Sons. This book was released on 2014-03-17 with total page 648 pages. Available in PDF, EPUB and Kindle. Book excerpt: A compilation of the established knowledge in strategic account management While companies and academics expend tremendous effort on mass marketing, they often overlook their immediate customers (which are critical in both senses) and hence the importance of strategic account management (SAM). This handbook is a compilation of papers that present researched knowledge of SAM across the academic community which fills a void in the existing academic literature. Handbook of Strategic Account Management identifies drivers of the SAM approach, key issues and success factors, operational needs and areas still awaiting exploration. Each paper includes an overall referenced summary of the tenets of SAM relevant to the area it reports, and together with the combined list of references, it creates an indispensable resource for academic readers, students, and researchers. Handbook of Strategic Account Management is written by over 40 knowledgeable experts with substantial experience of SAM from teaching, researching, writing and advising companies on why and how it works, spread widely across Europe and the US. It represents the balanced, researched body of knowledge in SAM and will be an invaluable resource to anyone exploring the approach, whether for a student thesis, for original research or for answers on how to approach SAM as a company initiative. "Today’s strategic, key and global account management professionals owe thanks to a small community of academic researchers who, over the past three decades have been pioneers in identifying, cataloguing and analyzing the selling and business management practices of an emerging profession we now call strategic account management. This Handbook is an important milestone to mark SAM’s still evolving impact on corporate business strategies and its ever-increasing relevance as a proven engine for growth in business-to-business strategic customer relationships." Bernard Quancard,President & CEO of SAMA (US-based Strategic Account Management Association with over 3,000 members worldwide) Yana Atanasova Bjorn Ivens Toni Mikkola Ivan Snehota Audrey Bink Ove Jensen Stefanos Mouzas Kaj Storbacka Per-Olof Brehmer Robert Krapfel Peter Naud頠 Olavi Uusitalo Noel Capon Antonella La Rocca Jukka Ojasalo Tom Vanderbiesen Simon Croom Sylvie Lacoste Ca

The Seven Keys to Managing Strategic Accounts

Author : Sallie Sherman
Publisher : McGraw Hill Professional
ISBN 13 : 0071436308
Total Pages : 256 pages
Book Rating : 4.0/5 (714 download)

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Book Synopsis The Seven Keys to Managing Strategic Accounts by : Sallie Sherman

Download or read book The Seven Keys to Managing Strategic Accounts written by Sallie Sherman and published by McGraw Hill Professional. This book was released on 2003-04-29 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Market-proven strategies to generate competitive advantage by identifying and always taking care of your best customers The Seven Keys to Managing Strategic Accounts provides decision makers with a proactive program for profitably managing their largest, most critical customers--their strategic accounts. Drawing on the expertise of S4 Consulting, Inc., a leading-edge provider of strategic account consulting, and Miller Heiman, a global sales training leader serving many Fortune 500companies, this how-to book shows how many of today's market leaders have learned to focus on their most profitable customers, avoiding or overcoming common errors before they become relationship-crippling disasters. Placing its total focus on the design and implementation of cost-effective strategic account management programs, this hands on book provides: A world-class competency model for strategic account managers Techniques for developing a program to manage and grow "co-destiny" relationships Examples and cases from Honeywell, 3M,and other leading corporations

Managing Global Accounts

Author : Noel Capon
Publisher :
ISBN 13 : 9780324400762
Total Pages : 0 pages
Book Rating : 4.4/5 (7 download)

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Book Synopsis Managing Global Accounts by : Noel Capon

Download or read book Managing Global Accounts written by Noel Capon and published by . This book was released on 2006 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Manage Globally, Sell Locally

Author : A. Lee Blackstone
Publisher : McGraw Hill Professional
ISBN 13 : 9780786303304
Total Pages : 230 pages
Book Rating : 4.3/5 (33 download)

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Book Synopsis Manage Globally, Sell Locally by : A. Lee Blackstone

Download or read book Manage Globally, Sell Locally written by A. Lee Blackstone and published by McGraw Hill Professional. This book was released on 1995 with total page 230 pages. Available in PDF, EPUB and Kindle. Book excerpt: "... Addresses the factors that make managing the account relationship different from territory management, and offers tools to help the account manager measure success or position within the account. ... Outlines how a team approach can be used to successfully sell at all levels of the customer's organization."--Book jacket.

Key Account Management

Author : Peter Cheverton
Publisher : Kogan Page Publishers
ISBN 13 : 0749469412
Total Pages : 416 pages
Book Rating : 4.7/5 (494 download)

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Book Synopsis Key Account Management by : Peter Cheverton

Download or read book Key Account Management written by Peter Cheverton and published by Kogan Page Publishers. This book was released on 2015-02-03 with total page 416 pages. Available in PDF, EPUB and Kindle. Book excerpt: An organization's key accounts are its lifeblood. Key account management focuses on the long-term investment of resources in customers that can offer an exceptional return on resources. But which are the key accounts? Are they the ones growing the fastest? The ones that are most financially secure? Or are they the ones that shout the loudest? Key Account Management puts forward a straightforward and effective planning methodology. This fully updated 6th edition of Key Account Management takes a long-term, team-selling strategic view of the whole process, from defining the customer, to managing the relationship and achieving key supplier status. With coverage of latest best practice including IT's role in account management, plus new case studies, online supporting resources and a new section comparing how different industries/markets approach key account management, it stands alone as the premier book on managing key customers. Online resources include helpful templates, guides for students and lecturers, and self tests to ensure that best practice is being followed.

Key Account Management in Business-to-Business Markets

Author : Stefan Wengler
Publisher : Springer Science & Business Media
ISBN 13 : 383509355X
Total Pages : 309 pages
Book Rating : 4.8/5 (35 download)

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Book Synopsis Key Account Management in Business-to-Business Markets by : Stefan Wengler

Download or read book Key Account Management in Business-to-Business Markets written by Stefan Wengler and published by Springer Science & Business Media. This book was released on 2007-11-06 with total page 309 pages. Available in PDF, EPUB and Kindle. Book excerpt: Stefan Wengler provides a well founded answer to the question of the economic value and shows the need for the implementation of key account management. He presents a comprehensive, but easy-to-handle decision-making model that supports the decision on the most efficient key account management organization for individual companies. In addition, he gives a comprehensive overview on the key account management conception and its controlling tools.

Key Account Management and Planning

Author : Noel Capon
Publisher : Simon and Schuster
ISBN 13 : 0743215443
Total Pages : 482 pages
Book Rating : 4.7/5 (432 download)

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Book Synopsis Key Account Management and Planning by : Noel Capon

Download or read book Key Account Management and Planning written by Noel Capon and published by Simon and Schuster. This book was released on 2002-06-15 with total page 482 pages. Available in PDF, EPUB and Kindle. Book excerpt: The vastly increased level of competitive intensity faced by corporations and the increased costs of selling have radically changed the nature of the traditional selling process. Key or "strategic" accounts have now become a company's most important asset, in some cases supplying in excess of 80 percent of a firm's revenues. Here, in one powerful volume, key account management expert Noel Capon provides the most comprehensive treatment of key account management and planning yet published. For the first time, Capon introduces his breakthrough four-part "congruence model" of key account management -- a new, thoroughly researched approach to optimally managing your key account portfolio. First, the author shows how to select and conceptualize the key account portfolio; second, how to organize and manage key accounts; third, how to recruit, select, train, retain, and reward key account managers; and fourth, how to formulate and execute strategy and issues of coordination and control. This congruence model serves as a backdrop as Capon takes the reader step-by-step through the vital functions of key account management including identifying key account criteria, considering the threats and opportunities for the key account, and understanding the roles and responsibilities of critical players. Capon backs up his points with extensive research, real-life stories of successes and failures at a variety of companies, and clarifying figures. Special chapters are devoted to partnering with key accounts and in-depth information on global key account management, an increasingly important weapon for staying ahead of the competition. Timely, important, and essential, Key Account Management and Planning is the only reference handbook those with key account responsibilities will ever need.

Key Account Management

Author : Peter Cheverton
Publisher : Kogan Page Publishers
ISBN 13 : 9780749441692
Total Pages : 374 pages
Book Rating : 4.4/5 (416 download)

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Book Synopsis Key Account Management by : Peter Cheverton

Download or read book Key Account Management written by Peter Cheverton and published by Kogan Page Publishers. This book was released on 2004 with total page 374 pages. Available in PDF, EPUB and Kindle. Book excerpt: With a free CD ROM containing key account selection software and planning tools. Any organization's key accounts are its lifeblood. This highly practical book puts forward a unique yet simple planning methodology for identifying, obtaining, retaining and developing key customers. Completely updated and revised with lots of new material to reflect the latest best practice, this edition will reinforce its standing as the premier book on the subject. This is one of very few books to take the long-term, team-selling strategic view of Key Account Management (KAM). Apart from finding great resonance with business practitioners all over the world, Key Account Management has established itself on many academic reading lists. Translated into five languages, it was also short-listed for Business Book of the Year in Sweden (2002). This new edition features: lots of new case studies; several new chapters; significant updates on Selecting Key Customers, Key Account plans and the use of IT; a new and updated CD ROM containing the Insight key account selection software and planning tools.

Excellence in Key Account Management

Author : Christian Belz
Publisher :
ISBN 13 : 9783868801125
Total Pages : 348 pages
Book Rating : 4.8/5 (11 download)

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Book Synopsis Excellence in Key Account Management by : Christian Belz

Download or read book Excellence in Key Account Management written by Christian Belz and published by . This book was released on 2010 with total page 348 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Implementing Key Account Management

Author : Javier Marcos
Publisher : Kogan Page Publishers
ISBN 13 : 0749482761
Total Pages : 353 pages
Book Rating : 4.7/5 (494 download)

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Book Synopsis Implementing Key Account Management by : Javier Marcos

Download or read book Implementing Key Account Management written by Javier Marcos and published by Kogan Page Publishers. This book was released on 2018-08-03 with total page 353 pages. Available in PDF, EPUB and Kindle. Book excerpt: Implementing Key Account Management is a highly practical handbook that guides readers through the realities of rolling out a functional key account management programme. The book offers an integrated framework for key account management (KAM) that businesses can use to design or further develop strategic customer management programmes, enabling them to overcome the obstacles that organizations often face when rolling out their strategies. Bringing together the experiences of leading experts within this field, Implementing Key Account Management draws on two decades of research and best practice from Cranfield University School of Management, one of the foremost centres for researcher and thought leadership in KAM. Between them, the authors have designed and delivered programmes globally for clients such as Rolls-Royce, Unilever, Vodafone, The Economist and many more. Rigorously researched, well-grounded and practical, this book is - quite simply - the definitive, go-to resource for implementing key account management programmes.

Key Account Management Excellence in Pharma & Medtech

Author : Mike Moorman
Publisher : Routledge
ISBN 13 : 1000573397
Total Pages : 174 pages
Book Rating : 4.0/5 (5 download)

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Book Synopsis Key Account Management Excellence in Pharma & Medtech by : Mike Moorman

Download or read book Key Account Management Excellence in Pharma & Medtech written by Mike Moorman and published by Routledge. This book was released on 2022-02-27 with total page 174 pages. Available in PDF, EPUB and Kindle. Book excerpt: Key Account Management Excellence in Pharma & Medtech is designed to help life sciences practitioners develop and execute innovative and effective key account management (KAM) strategies and capabilities. Pharmaceutical and medtech companies are increasingly pursuing KAM in response to the rapid rise of large, sophisticated and complex healthcare provider and payer systems and groups. Those that invest the time to get KAM right will protect their business and grow with these rising customers. This book is groundbreaking in both its scope and its tailoring of leading KAM practices specifically for life sciences. The central theme is that "key account management is an organization-wide business strategy, not just a role or a sales-specific initiative." KAM is a strategy focused on providing unique offerings and value through an orchestrated, cross-functional, go-to-market model designed specifically to address the needs and engagement preferences of a unique segment of customers. The insights and practices shared in this book are designed to be a valuable reference at every stage of the KAM journey. The book has been designed to facilitate a common language and deep understanding of KAM issues and leading practices organization-wide—particularly for life sciences leaders, account managers and cross-functional team members responsible for building, transforming and supporting their organization’s KAM strategies and capabilities.

Key Account Management

Author : Malcolm McDonald
Publisher :
ISBN 13 : 9780750632782
Total Pages : 194 pages
Book Rating : 4.6/5 (327 download)

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Book Synopsis Key Account Management by : Malcolm McDonald

Download or read book Key Account Management written by Malcolm McDonald and published by . This book was released on 1998 with total page 194 pages. Available in PDF, EPUB and Kindle. Book excerpt: Key account management is a natural development of customer focus and relationship marketing in business-to-business markets. It offers critical benefits and opportunities for profit enhancement to both sides of the seller/buyer dyad. Based on extensive and unique research by Cranfield School of Management, Key Account Management presents a new framework for understanding the development of key account relationships. It incorporates a comprehensive guide to the current practice of key account management, and comments on the challenges for the future of key account management practice. The research was based on in-depth interviews with key account managers, their managers and their main contacts in the customer organization. Addresses one of the key new areas in strategic marketing practice Ideal for practitioners and students Based on the unique expertise of the Cranfield Marketing Faculty