Managing global customers: an integrated approach/ George S. Yip and Audrey J.M. Bink

By: Yip, George SContributor(s): Bink, Audrey J. MMaterial type: TextTextPublication details: New York: Oxford University Press, 2007Description: xiii, 272 p. ; 24 cmISBN: 9780199229833Subject(s): Customer relations -- Management | International business enterprises -- ManagementDDC classification: 658.84
Contents:
PART I: FOUNDATION 1. Managing Globally 2. Exploiting Globalization Drivers and Potential 3. Integrating GCM with Global Strategy and Organization 4. Structuring the Global Customer Management Program PART II: KEY CHOICES 5. Selecting and Managing Global Accounts 6. Empowering Global Account Managers 7. Building the Global Account Team PART III: SUPPORTING TOOLS 8. Managing Knowledge 9. Rewarding and Motivating the Team PART IV: PROCESS 10. Developing For Ongoing Effectiveness 11. Winning with Critical Success Factors PART V: CASE STUDIES.
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Holdings
Item type Current library Call number Status Date due Barcode Item holds
General Books General Books Central Library, Sikkim University
General Book Section 		658.84 YIP/M (Browse shelf(Opens below)) Available P11951
Total holds: 0

PART I: FOUNDATION
1. Managing Globally
2. Exploiting Globalization Drivers and Potential
3. Integrating GCM with Global Strategy and Organization
4. Structuring the Global Customer Management Program

PART II: KEY CHOICES
5. Selecting and Managing Global Accounts
6. Empowering Global Account Managers
7. Building the Global Account Team

PART III: SUPPORTING TOOLS
8. Managing Knowledge
9. Rewarding and Motivating the Team

PART IV: PROCESS
10. Developing For Ongoing Effectiveness
11. Winning with Critical Success Factors

PART V: CASE STUDIES.

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