MANAGING KEY, STRATEGIC, GLOBAL CUSTOMERS IBD

Sinopse

The perfect supplementary text for any global account management course!In recent years, many corporations large and small, based in many countries around the world,áhave developed key, strategic, and global account management programs. Correspondingly,ábusiness schools, consulting organizations, and the Strategic Account ManagementáAssociation (SAMA) offer courses for practicing managers. Additionally, business schoolsáprovide courses for graduate and undergraduate students, often supplementing courses onásales management and personal selling.áTo some extent, these courses suffer from a lack of cases studies of real-life accountámanagement situations. This volume is an attempt to redress that situation. Some casesáare traditional long-form cases, others are merely a single paragraph. Regardless, each caseáfocuses on a particular account management issue. Some cases require extensive preparation,áother cases can be assigned just a few minutes before class discussion.áThis book is available in printed from an as an e-book. We use print-on-demand technology.áHence, we anticipate updating the book from time-to-time with additional cases as theyábecome available.