Managing Global Accounts (Video Book)

In Managing Global Accounts, Professor Noel Capon provides an in-depth exploration of the evolving landscape of global business-to-business (B2B) relationships. This video book addresses the critical challenges faced by companies striving to remain profitable and competitive in a world of increasing globalization. Designed for professionals managing key accounts across multiple countries, it offers practical frameworks, strategies, and insights to help organizations align with the complex demands of multinational customers. This comprehensive resource is organized into five sections covering fundamentals, strategy, organizational structure, human resources, and systems and processes. It provides actionable guidance on issues such as delivering consistent service worldwide, streamlining product variations, and navigating the challenges of global pricing and contracts. Supplemented by detailed learning materials, including video chapters, review questions, and downloadable presentation s