August 2017
Intermediate to advanced
248 pages
5h 59m
English
Content preview from Malcolm McDonald on Key Account Management
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Action list
Consider which of these matrices and checklists you can use to improve your international potential.
Learn more about the languages and cultures in your key account.
References
Baum, M, Schwens, C and Kabst, R (2012) Determinants of different types of born globals, in Handbook of Research on Born Globals, ed M Gabrielsson and VH Kirpalani, pp 36–45, Edward Elgar Publishing, Cheltenham
Harich, KR and LaBahn, DW (1998) Enhancing international business relationships: a focus on customer perceptions of salesperson role performance including cultural sensitivity, Journal of Business Research, 42 (1), pp 87–101
Hillson, D (2002) Extending the risk process to manage opportunities, International Journal of Project Management, 20 (3), ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.