Global Account Management for Sales Organization in Multinational Companies
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.
Volume (Year): (2009)
Issue (Month): 1 Market-Driven Management and Competitive Customer Value - 1 ()
|Contact details of provider:|| Web page: http://www.unimib.it/symphonya|
When requesting a correction, please mention this item's handle: RePEc:sym:journl:130:y:2009:i:1. See general information about how to correct material in RePEc.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Niccolo Gordini)
If references are entirely missing, you can add them using this form.