BN.com Gift Guide

Managing Global Accounts

( 5 )

Overview

Increasingly, executives are realizing their company's future relies heavily upon their success with global customers. And global and domestic customers are worlds apart. To manage these global strategic customers, a company needs a program designed specifically for them. In this cutting-edge new book, three global account authorities share their practical and proven insight for developing and maintaining an effective global account program. Drawing on their extensive collective experiences, the authors detail ...
See more details below
Available through our Marketplace sellers.
Other sellers (Hardcover)
  • All (9) from $1.99   
  • New (1) from $178.44   
  • Used (8) from $1.99   
Close
Sort by
Page 1 of 1
Showing All
Note: Marketplace items are not eligible for any BN.com coupons and promotions
$178.44
Seller since 2014

Feedback rating:

(323)

Condition:

New — never opened or used in original packaging.

Like New — packaging may have been opened. A "Like New" item is suitable to give as a gift.

Very Good — may have minor signs of wear on packaging but item works perfectly and has no damage.

Good — item is in good condition but packaging may have signs of shelf wear/aging or torn packaging. All specific defects should be noted in the Comments section associated with each item.

Acceptable — item is in working order but may show signs of wear such as scratches or torn packaging. All specific defects should be noted in the Comments section associated with each item.

Used — An item that has been opened and may show signs of wear. All specific defects should be noted in the Comments section associated with each item.

Refurbished — A used item that has been renewed or updated and verified to be in proper working condition. Not necessarily completed by the original manufacturer.

New
Brand New Item.

Ships from: Chatham, NJ

Usually ships in 1-2 business days

  • Canadian
  • International
  • Standard, 48 States
  • Standard (AK, HI)
  • Express, 48 States
  • Express (AK, HI)
Page 1 of 1
Showing All
Close
Sort by
Sending request ...

Overview

Increasingly, executives are realizing their company's future relies heavily upon their success with global customers. And global and domestic customers are worlds apart. To manage these global strategic customers, a company needs a program designed specifically for them. In this cutting-edge new book, three global account authorities share their practical and proven insight for developing and maintaining an effective global account program. Drawing on their extensive collective experiences, the authors detail nine critical success factors for designing and executing a world-class global account management 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.
Read More Show Less

Product Details

  • ISBN-13: 9780324400762
  • Publisher: Cengage South-Western
  • Publication date: 12/8/2005
  • Series: American Marketing Association Ser.
  • Edition description: New Edition
  • Edition number: 1
  • Pages: 288
  • Product dimensions: 6.00 (w) x 9.10 (h) x 1.10 (d)

Meet 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.

Read More Show Less

Table of Contents

1 Globalization and global customers 5
2 Critical success factors for managing global accounts 24
3 Establishing the scope of the global account program 37
4 Securing senior management commitment 63
5 Nominating and selecting the "right" global accounts 80
6 Designing the line organization for managing global accounts 106
7 Securing effective global account managers 126
8 Developing effective global account plans 160
9 Establishing the supporting organizational infrastructure 188
10 Demonstrating the global account program's incremental value to the firm and to the global account 216
11 Aligning critical success factors in managing global accounts 250
Read More Show Less

Customer Reviews

Average Rating 5
( 5 )
Rating Distribution

5 Star

(5)

4 Star

(0)

3 Star

(0)

2 Star

(0)

1 Star

(0)

Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

 
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously
Sort by: Showing all of 5 Customer Reviews
  • Anonymous

    Posted December 2, 2005

    Managing Global Accounts

    ¿Nearly every company today is forced to confront the challenge of supporting requirements in a global business environment. The reality is, as companies have become larger and more complex, the task of trying to leverage your position and information around the world as one unit is enormous, even for a sophisticated multi-national company. What the Strategic Account Management Association has learned is that organizational commitment, in the form of management support as well as resources, is mandatory to success. What we¿ve seen, however, is that too many firms fail to make a strong business case for change, or worse yet, get buy-in to the wrong set of expectations. If only Managing Global Accounts had come along sooner! This book offers companies what they¿ve been clamoring for ¿ a framework for asking the right questions, performing the right analytics, and translating that into an action plan that fits their unique circumstances. Companies that have already implemented global account management can effectively reassess and recalibrate based on the authors¿ practical, real-world experience. And for those whose firms have yet to fully embrace the concepts, this book will become your guide and your ally in convincing your most important stakeholders that Global Account Management ¿ and what that requires ¿ is not an option for firms that intend to be competitive.¿

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted December 2, 2005

    Managing Global Accounts

    ¿Implementing global account management is not easy. At IBM it took us several years and many iterations to build the current program that today puts the right senior level focus on our top global accounts -- and we¿re not finished yet. Fred Schindler was part of that struggle and Managing Global Accounts in part recounts its history. However, IBM is only a small part of this book. 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.¿ Rosemary H Campbell,&#8232 Director, International Sales & Operations, Worldwide, IBM

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted December 1, 2005

    Successful global account management

    ¿Successful global account management can be the most difficult sales and marketing initiative undertaken by any firm. The authors of this book truly understand the complexities involved and they provide a thorough overview of the required critical success factors.¿ Tom VanHootegem, Vice President Strategic Segment Sales, OfficeMax Contract

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted December 2, 2005

    Managing Global Accounts

    ¿Finally a book which can help corporations transform the art of selling into the science of growth. Companies now have the chance to impact their customer assets in the same way they have optimized their supply chains. It is all here and the winners will know how to use it.¿

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted December 2, 2005

    Managing Global Accounts

    ¿As a VP managing global account managers in a global Fortune 300 company, I learned more from reading this book¿s first few chapters then I have in my last five business books. The authors have done a great job pulling together all the logistics from starting, hiring, training, supporting, and sustaining a successful program. If anyone every wanted a book on how to CORRECTLY build a global account program, using best practices, this is IT!!!! I liked this book's easy going interface played out by the `almost believable¿ reality interactions between four main characters set up in the first chapters. You have a CEO, a consultant, a global account director and a global account manager, all struggling with their time commitments on one hand and their desire to make this work in their heads. They all learn a lot from each other on a flight delay (very real to any global account manager) and subsequent travel/trip. This helps the reader by following the questions and answers of both parties. Three cheers to Capon, Schindler and Potter for a great narrative of technical training and business savvy all in one tight package. I am confident that the careful reading, comprehension and implementation of this books tenet's will save many firms tens of thousands of dollars in consultant fees. This is the real McCoy!¿ Chris Morrison, Divisional Vice President, Nalco Global Accounts

    Was this review helpful? Yes  No   Report this review
Sort by: Showing all of 5 Customer Reviews

If you find inappropriate content, please report it to Barnes & Noble
Why is this product inappropriate?
Comments (optional)