Summary
In the B2B realm, global account management provides a coordinated approach to sales, service, and customer relationship management for multinational accounts. However, global account management programs are often layered on top of existing country-based, product-based, or business-unit-based sales structures and may be perceived as a threat to the autonomy of these traditional organizations. This report explores the key options and challenges to consider when designing and implementing a global account management program.
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