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- W1489424 abstract "The author has summed up in ten topics the experiences he has gained, and still gains, building up a global sales network for international customers (Global Accounts) as well as the complementary strategic alliances with distribution partners (Strategic Alliances). The ten topics are: start communicating on a global level (global information); identifying the need for change (cultivating strenghts, reducing weaknesses); developing a common global vision (What would happen, if…); classifying the customer potential; defining the company-specific mix of efficiency and effectiveness for a transition period or long-term; hiring the Global Account-sales employees; establishing and maintaining the company’s Added Value; forming strategic alliances, nominating the Alliance Managers and bringing about management and employee commitment to these strategic alliances; determining the Global Accounts, obtaining the international Top-Management-approval, establishing the Account Teams and developing a Global Account Strategy; secure a smooth information flow through global information channels." @default.
- W1489424 created "2016-06-24" @default.
- W1489424 creator A5056313964 @default.
- W1489424 date "1996-01-01" @default.
- W1489424 modified "2023-09-27" @default.
- W1489424 title "Globalisierung des Vertriebes" @default.
- W1489424 cites W4300078196 @default.
- W1489424 doi "https://doi.org/10.1007/978-3-642-61146-9_12" @default.
- W1489424 hasPublicationYear "1996" @default.
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