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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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Building the Global Account Team

Building the Global Account Team

Chapter:
(p.127) 7 Building the Global Account Team
Source:
Managing Global Customers
Author(s):

George S. Yip

Audrey J. M. Bink

Publisher:
Oxford University Press
DOI:10.1093/acprof:oso/9780199229833.003.0007

Chapter 6 examined the global account manager (gam). But as the relationship with a major account will be more intense than one person can handle, there will always be more employees involved in the relationship besides the gam. The way these employees are linked with each other, both formally and informally, means that they form the global account team (gat). This chapter discusses the gat, focusing on the following issues: responsibilities of the global account team; who should be selected as members of the global account team; organizational structure; and the team's place in the organization.

Keywords:   global account team, team responsibility, team members, organizational structure, responsibilities

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