There is a strong current trend towards globalization sales function, due to increased customer power initiatives in customer relationship management, and the development of customer-centric organization. This article questions the wisdom of the rapid adoption of global account management suppliers. Based on field research and exploration of global managers, the authors put forward a number of ways in which producers can not take advantage of global relationships with clients and, by contrast, suffer declines. A number of management principles that are recommended strategic approach to global client management and effective implementation of global account management programs. "Hide
by David J. Arnold, Julian Birkinshaw, Omar Toulan Source: California Management Review 14 pages. Publication Date: 01 Oct 2001. Prod. #: CMR212-PDF-ENG
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