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Managing Global CustomersAn Integrated Approach$
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George S. Yip and Audrey J.M. Bink

Print publication date: 2007

Print ISBN-13: 9780199229833

Published to Oxford Scholarship Online: October 2011

DOI: 10.1093/acprof:oso/9780199229833.001.0001

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Empowering Global Account Managers

Empowering Global Account Managers

(p.111) 6 Empowering Global Account Managers
Managing Global Customers

George S. Yip

Audrey J. M. Bink

Oxford University Press

After selecting which accounts are to be global, the next key choice is who should be the manager for each account. The global account manager (gam) is the most important person in the account relationship. Therefore, it is important to have a clear view of what the responsibilities of the gam will be, and make sure these are known to all involved. Furthermore, it is important to know what characteristics a good gam should have, and choose a person who has these characteristics. This chapter discusses the most common responsibilities and characteristics of a gam.

Keywords:   global account management, global account manager, manager selection, account relationship

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