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Managing Global Customers An Integrated Approach [Hardcover]

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  • Category: Books (Business & Economics)
  • Author:  Yip, George S., Bink, Audrey J.M.
  • Author:  Yip, George S., Bink, Audrey J.M.
  • ISBN-10:  019922983X
  • ISBN-10:  019922983X
  • ISBN-13:  9780199229833
  • ISBN-13:  9780199229833
  • Publisher:  Oxford University Press
  • Publisher:  Oxford University Press
  • Pages:  275
  • Pages:  275
  • Binding:  Hardcover
  • Binding:  Hardcover
  • Pub Date:  01-Jul-2007
  • Pub Date:  01-Jul-2007
  • SKU:  019922983X-11-MPOD
  • SKU:  019922983X-11-MPOD
  • Item ID: 100825431
  • Seller: ShopSpell
  • Ships in: 2 business days
  • Transit time: Up to 5 business days
  • Delivery by: Dec 29 to Dec 31
  • Notes: Brand New Book. Order Now.
Multinational companies need to manage their relationships with multinational customers with a globally integrated approach. This book provides a systematic framework for developing and implementing such global customer management programs. It draws on in-depth research at over 20 major U.S. and European multinational companies, such as ABB, Bechtel, BP, Bosch, British Airways, Carrefour, Daimler-Chrysler, Hewlett-Packard, HSBC, IBM, Schlumberger, Shell, Siemens, Tesco, Unilever, Vodafone, Wal-Mart, and Xerox.

Readers will learn how to

? think about managing global customers in the context of their overall global strategy
? develop effective global customer management programs
? overcome barriers to implementation and success
? build better relationships with important customers
? get the entire company to engage with managing global customers

This book takes a strategic, total business, and not just sales approach to managing global customers. It also takes a customer as well as a supplier perspective. The book provides guidance on both strategy and implementation. Yip and Bink's Managing Global Customers takes a systematic and logic driven approach, yet provides many creative insights and practical advice.

Managing Global Customershighlights the rewards of taking a step beyond global account management to create a Global Customer Management approach, integrating globally all aspects of the relationship between supplier and customer. The book gives a framework that guides international companies in using their relationships with global customers to their full potential.

George Yip, author of the widely-praisedTotal Global Strategy, and Audrey Bink tackle in-depth one of the most important aspects of global strategy: How to manage global customers.

Managing Global Customersprovides a most comprehensive and insightful guide to this very important subject to businesses today. I recommendl#c
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