Global Account Management for Sales Organization in Multinational Companies

Tino Canegrati
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Tino Canegrati: University Relations HP - Technology Solutions Group EMEA

Symphonya. Emerging Issues in Management, 2009, issue 1 Market-Driven Management and Competitive Customer Value - 1

Abstract: 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.

Keywords: Market-Driven Management; Global Companies; Multinational Companies; Vision; Global Account Management; Sales Organization; Corporate Culture; Corporate Responsibility DOI: http://dx.doi.org/10.4468/2009.1.04canegrati (search for similar items in EconPapers)
Date: 2009
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