| Document Type
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BL
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| Record Number
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959464
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| Doc. No
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b713834
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| Main Entry
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Hennessey, Hubert D.
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| Title & Author
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Global account management : : creating value /\ H. David Hennessey and Jean-Pierre Jeannet.
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| Publication Statement
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Chichester :: John Wiley & Sons,, ©2003.
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| Page. NO
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x, 260 pages :: illustrations ;; 24 cm
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| ISBN
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0470848928
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: 9780470848920
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| Bibliographies/Indexes
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Includes bibliographical references and index.
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| Contents
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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.
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| Abstract
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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.
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| Subject
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Export marketing, Case studies.
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| Subject
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Export marketing.
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| Subject
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Marketing-- Key accounts.
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Export marketing.
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| Subject
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Internationales Marketing
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| Subject
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Kundengruppenmanagement
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| Subject
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Kundenmanagement
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| Subject
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Marketing-- Key accounts.
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| Dewey Classification
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658.8/48
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| LC Classification
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HF1416.H46 2003
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| NLM classification
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QP 620rvk
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QP 621rvk
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| Added Entry
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Jeannet, Jean-Pierre.
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