Global Account Management: Organizational Considerations

January 1st, 2018

Summary

In the B2B realm, global account management establishes a coordinated approach to sales, service, and customer management for multinational accounts. However, a global account management program is often an overlay to country-based, product-based, or business-unit-based sales organizations and represents a threat to their autonomy. In this report, we focus on the options and issues that you should consider when organizing a global account management program.

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