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Global Account Management for Sales Organization in Multinational Companies

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Author Info

  • Tino Canegrati

    ()
    (University Relations HP - Technology Solutions Group EMEA)

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    Abstract

    A Global Company is not just a Multinational Company, but on top it has developed an organizational structure, an overall governance and a set of operational decision making processes which allow running a significant percentage of business processes as a unique body across borders. Successful Global Companies have a clear setup and governance of local versus centralized decision making processes, as well as budget ownership. Corporations focused on global opportunities need to re-think their customer approach, namely in terms of set up of their sales force, and more specifically planning, a transformation from national based to international managed sales organization for those specific customers.

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    File URL: http://webdepot.gsi.unimib.it/symphonya/RePec/pdf/symjournl130.pdf
    File Function: First version, 2009
    Download Restriction: no

    Bibliographic Info

    Article provided by University of Milano-Bicocca in its journal Symphonya. Emerging Issues in Management.

    Volume (Year): (2009)
    Issue (Month): 1 Market-Driven Management and Competitive Customer Value - 1 ()
    Pages:

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    Handle: RePEc:sym:journl:130:y:2009:i:1

    Contact details of provider:
    Web page: http://www.unimib.it/symphonya

    Related research

    Keywords: Market-Driven Management; Global Companies; Multinational Companies; Vision; Global Account Management; Sales Organization; Corporate Culture; Corporate Responsibility DOI: http://dx.doi.org/10.4468/2009.1.04canegrati;

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