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.
0
SUMMARY OR ABSTRACT
Text of Note
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.