商品詳細

Global account management is a topic that is becoming a major part of the management agenda. This book answers the contemporary questions, such as what is global account management and how should it be implemented, considering everything from planning and programme design, to information, communication and customer relations. Starting from the sales representative systems and progressing to district, national and global account management, Verra's book is designed to run parallel to the career of a sales person. A comprehensive guide to both the background philosophy and implementation of global account management, it provides both practitioners and students with a precise model of account management, which, while not a blueprint, is a useful and authoritative guide. Features include extensive addendum planning forms for practitioner and student use.