Articles

Global Account Management for Sales Organization in Multinational Companies


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.


Keywords


Market-Driven Management; Global Companies; Multinational Companies; Vision; Global Account Management; Sales Organization; Corporate Culture; Corporate Responsibility

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NBN: http://nbn.depositolegale.it/urn%3Anbn%3Ait%3Aunimib-12448

DOI: http://dx.doi.org/10.4468/2009.1.04canegrati

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