Global account management : creating value / H. David Hennessey and Jean-Pierre Jeannet.
Hennessey, Hubert D.; Jeannet, Jean-Pierre.
2003
HF1416 .H46 2003 (Mapit)
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Title Global account management : creating value / H. David Hennessey and Jean-Pierre Jeannet.
Author Hennessey, Hubert D.
ISBN 0470848928 (alk. paper)
Imprint Chichester : John Wiley & Sons, c2003.
Language English
Description x, 260 p. : ill. ; 24 cm.
Call Number HF1416 .H46 2003
Dewey Decimal Classification 658.8/48
Bibliography, etc. Note Includes bibliographical references and index.
Added Author Jeannet, Jean-Pierre.
Linked Resources Publisher description
Table of contents
Record Appears in On-Campus Resources > Books
All Resources
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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