Noel Capon, Christoph Senn

Broschiertes Buch

Managing Key, Strategic, Global Customers

Beschreibung

The perfect supplementary text for any global account management course! In recent years, many corporations large and small, based in many countries around the world, have developed key, strategic, and global account management programs. Correspondingly, business schools, consulting organizations, and the Strategic Account Management Association (SAMA) offer courses for practicing managers. Additionally, business schools provide courses for graduate and undergraduate students, often supplementing courses on sales management and personal selling. To some extent, these courses suffer from a lack of cases studies of real-life account management situations. This volume is an attempt to redress that situation. Some cases are traditional long-form cases; others are merely a single paragraph. Regardless, each case focuses on a particular account management issue. Some cases require extensive preparation; other cases can be assigned just a few minutes before class discussion. This book is available in printed from an as an e-book. We use print-on-demand technology. Hence, we anticipate updating the book from time-to-time with additional cases as they become available.

Autor

Noel Capon is R. C. Kopf Professor of InternationalMarketing and past Chair of the Marketing Division,Graduate School of Business, Columbia University.Educated primarily in Great Britain, Professor Caponearned B.Sc., Ph.D. degrees in Chemistry from UniversityCollege, London University. He also received degrees inBusiness Administration from Manchester (Dip. BA),Harvard (MBA), Columbia Business Schools (Ph.D.).Professor Capon joined the Columbia Business School faculty in 1979.Previously he served on the faculty of and received tenure from the Universityof California - Graduate School of Management, UCLA. He has taught and/or held faculty positions at Harvard Business School; Australia - MonashUniversity; England - Bradford Management Centre, London BusinessSchool, Manchester Business School; France - INSEAD; Hong Kong -Hong Kong University of Science and Technology (HKUST); China - ChinaEuropean International Business School (CEIBS - Shanghai); India - IndianSchool of Business (ISB - Hyderabad); Mexico - TEC Monterrey.Professor Capon has published more than 60 refereed articles and bookchapters and is editor for sections on Marketing, and Sales Management andDistribution, in the AMA Management Handbook (1994). He has publishedmore than 30 books plus three video books.Professor Capon teaches on Columbia's full-time MBA and Executive MBA(EMBA) programs and its partner program with Hong Kong University, LondonBusiness School. He is a pioneer in developing video teaching materials andteaching via the flipped classroom. Professor Capon was Founding Director ofManaging Strategic Accounts and the Global Account Manager Certificationprogram in conjunction with St. Gallen University (Switzerland). He is a directorof the Strategic Account Management Association (SAMA). He foundedthe Advanced Marketing Management Program in conjunction with CEIBS.Professor Capon also designs, directs, and teaches in numerous customprograms for major corporations globally. In 2001, Professor Capon cofoundedThe Chief Sales Executive Forum, offering multiple educational opportunitiesfor sales and account management leaders. Capon is Chair of Wessex Press,Comply First, and the venture capital firm Lunacap Ventures.

Produktdetails

• Verlag: wessex, inc.
• Seitenzahl: 82
• Erscheinungstermin: 27. August 2012
• Englisch
• Abmessung: 280mm x 216mm x 5mm
• Gewicht: 232g
• ISBN-13: 9780983330066
• ISBN-10: 0983330069
• Artikelnr.: 50519884