Global Account Management for Sales Organization in Multinational Companies
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 Globa...
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| Format: | Article |
| Language: | English |
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Niccolò Cusano University-Rome
2009-01-01
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| Series: | Symphonya |
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| Online Access: | https://symphonya.unicusano.it/index.php/sym/article/view/9352 |
| Summary: | 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. |
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| ISSN: | 1593-0300 1593-0319 |