Successful Global Account Management

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Overview

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 they? How should we define GAM? And how can companies ensure that their global accounts are managed successfully?

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Product Details

  • ISBN-13: 9780749436049
  • Publisher: Kogan Page, Ltd.
  • Publication date: 1/2/2002
  • Pages: 352
  • Product dimensions: 6.32 (w) x 9.50 (h) x 1.00 (d)

Meet the Author

KEVIN WILSON (Atlanta, GA) is vice president of Videologies, Inc., a company that specializes in training administrative professionals in Fortune 500 companies.

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Table of Contents

List of figures
List of tables
About the authors
About Miller Heiman
Foreword
Preface
Acknowledgments
1 What is global account management (GAM)? 1
2 Starting a global program 15
3 Developing GAM strategies 35
4 Managing global relationships 61
5 Organizing for GAM 91
6 The role of the global account manager (gam) 115
7 The GAM process - managing the program 143
8 The GAM process - managing the processes 169
9 The GAM process - managing the relationship 183
10 Global procurement and supply chain management 207
11 Conclusions 231
Index 235
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