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This site is presented by Noel Capon, R.C. Kopf Professor of International Marketing at Columbia Business School, New York. Professor Capon is the world leader in key/strategic and global account management. His work ranges widely among journal articles, books, and educational activities.

Professor Capon's books in key/strategic and global account management include Key Account Management and Planning and Managing Global Accounts.

Professor Capon directs numerous publicly available programs in Managing Strategic Accounts for Columbia Business School, the Indian School of Business, and other educational institutions globally. He also conducts private programs for business organizations.

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Key Account Management

Managing Global Accounts (2nd Edition)


Synopsis:

As globalization takes hold several things happen; customers are more demanding and sophisticated, competition gets tougher, business is more complex and fast changing, and highly competent global account managers are in short supply. The managerial challenges of competing in a global world are more difficult in orders of magnitude than competing domestically. Life is especially tough when the corporation is not centrally focused on the global customer when corporate personnel across functions and around the world do not get it.

Price:
$28.50
ISBN:
978-0-9797344-3-4
Author:
Noel Capon, Dave Potter, Fred Schindler
Publisher:
Wessex Press
Product Code:
1002

Key Account Management and Planning


Synopsis:

The Comprehensive Handbook to Managing Your Company's Most Important Strategic Securing and retining customers is increasingly recognized as the fundamental requirement for improving shareholder value, the primary objective for many corporations around the world. All firms develop their own methods of communication with customers, but typically in business to business marketing an on the road sales force is a critical element in this process. However, in recent years significant pressure has been placed upon the traditional sales force system.

Price:
$27.50(approx.)
ISBN:
978-0743211888
Author:
Noel Capon
Publisher:
The Free Press
Product Code:
1003