Global account management : creating value

Global account management : creating value /

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Bibliographic Details
Main Author:	Hennessey, Hubert D.
Other Authors:	Jeannet, Jean-Pierre
Format:	Book
Language:	English
Published:	Chichester : John Wiley & Sons, ©2003.
Subjects:	Export marketing Export marketing > Case studies Marketing > Key accounts

Table of Contents:

Global drivers and global account management
Analyzing a global customers industry
Analyzing the global logic of key account's business
Developing strategy for a global customers business
Developing and delivering the value proposition
The global account management team
Supporting and implementing global account management
Global account management in action: case studies: Xerox, Marriott International, Hewlett Packard.