Global Account Management for Sales Organization in Multinational Companies
- Publisher: Symphonya. Emerging Issues in Management
Symphonya. Emerging Issues in Management,
1 Market-Driven Management and Competitive Customer Value - 1
(issn: 1593-0319, eissn: 1593-0300)
http://dx.doi.org/10.4468/2009.1.04canegrati [Market-Driven Management; Global Companies; Multinational Companies; Vision; Global Account Management; Sales Organization; Corporate Culture; Corporate Responsibility DOI] | Market-Driven Management; Global Companies; Multinational Companies; Vision; Global Account Management; Sales Organization; Corporate Culture; Corporate Responsibility
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.