Global Account Management

Global Account Management examines the significant challenges of Global Account Management and is the first book to offer practical advice on the range of decisions and actions required to make it a success. It begins by defining what constitutes a truly global account, sets out the specific challenges of GAM and explains how to manage an account. Topics covered include:understanding the global buyer,understanding the decision-making process;managing global touch points;the Global Account Plan;cultural diversity: performance and reward.