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Global Account Management for Sales Organization in Multinational Companies

Listed author(s):
  • Tino Canegrati


    (University Relations HP - Technology Solutions Group EMEA)

Registered author(s):

    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 Function: First version, 2009
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    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 ()

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