Global Account Management for Sales Organization in Multinational Companies
DOI:
https://doi.org/10.4468/2009.1.04canegratiKeywords:
Market-Driven Management, Global Companies, Multinational Companies, Vision, Global Account Management, Sales Organization, Corporate Culture, Corporate ResponsibilityAbstract
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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