Capon, Noel. <br/><br/>
Managing global accounts :  nine critical factors for a world-class program / 
Noel Capon, Dave Potter, Fred Schindler. 
 - xviii, 268 pages:  illustrations ;  24 cm. 
<br/><br/> "American Marketing Association."  Fakulti Keusahawanan & Perniagaan 
<br/><br/>Includes bibliographical references and index. 
<br/><br/>Globalization and global customers -- Critical success factors for managing global accounts -- Establishing the scope of global account program -- Securing senior management commitment -- Nominating and selecting the "right" global accounts -- Designing the line organization for managing global accounts -- Securing effective global account managers -- Developing effective global account plans -- Establishing the supporting organizational infrastructure -- Demonstrating the global account program's incremental value to the firm and to the global account -- Aligning critical success factors in managing global accounts. 
<br/><br/><label>ISBN: </label>9780324400762 
<br/><br/><label>LCCN: </label>2005-027960 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Customer relations--Management.<br/>International business enterprises--Management.<br/>Sales management.