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Global Account Management for Sales Organization in Multinational Companies


  • Tino Canegrati

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


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.

Suggested Citation

  • Tino Canegrati, 2009. "Global Account Management for Sales Organization in Multinational Companies," Symphonya. Emerging Issues in Management, University of Milano-Bicocca, issue 1 Market-.
  • Handle: RePEc:sym:journl:130:y:2009:i:1

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