Developing A Sales Strategy In An International Company Designed For A Key Account Customer Acting On A Global Level
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Developing a sales strategy for the 'T-Mobile International' account in the Siemens Mobile Network business unit
Diploma Thesis from the year 2006 in the subject Business economics - Information Management, grade: 1,7, Cologne University of Applied Sciences, language: English, abstract: This document deals with the development of a sales strategy for a key account customer conducting business across domestic boundaries. The idea of key account management and the geographic distinction of it as well as the process of strategic management in this context are discussed. The focus lays on the adaptation of the strategic management process to the particularities of international key account management. In the course of this paper it is illustrated how key account management, with the key account customer as the core element, affects the strategic management process by using it with focus on a single customer instead for a whole industry. For the purpose of taking key account management on an international level, different levels of internationalisation are described and applied to the concept of key account management. As a result of this description the expanded concept of key account management to a global level – global account management – is presented. After describing the essentials of strategy, key account management and strategic management, these elements are merged and the different underlying analytical concepts are presented. The main analytical concept is based on Michael E. Porter's 'competitive strategy' and the five competitive forces. Following the description and the merging of the models, the theoretical framework is applied to the practical case of the 'T‐Mobile International' account at Siemens Mobile Networks. The practical case includes the analysis of the business relationship and leads to a final strategy. Keywords: Global account management Key account management Strategic management Strategy development Geographical distinction
Global Business: Concepts, Methodologies, Tools and Applications
Author: Management Association, Information Resources
language: en
Publisher: IGI Global
Release Date: 2011-05-31
"This multi-volume reference examines critical issues and emerging trends in global business, with topics ranging from managing new information technology in global business operations to ethics and communication strategies"--Provided by publisher.
International Management Behavior
This is the seventh edition of International Management Behavior, an established text for students and executives developing the knowledge, perspective and skills required for leading and managing people in global business. This guide provides a comprehensive overview of international management, structured around the core challenges and opportunities faced by global managers. This encompasses: the role of the global manager, working on an individual and organizational level, and understanding how to manage a diverse workforce. Individual chapters address key subjects, including: the global mindset, working effectively across cultures, strategy execution, change management and working in global teams. This edition has been thoroughly updated to reflect recent developments in ethics and corporate sustainability. Based on over 40 years of teaching and research, International Management Behavior 7e is designed to stimulate and facilitate learning. This text combines a wealth of theoretical knowledge with current real-world examples across a range of cultures and industry sectors. The authors focus on research that provides the most immediate, practical guidance for managers, with well-chosen examples to demonstrate practical implementation and bring key concepts to life. To accompany the revised and updated seventh edition of International Management Behavior, updated instructor support material has been supplied at www.wiley.com/go/lane7e, including PowerPoint slides and teaching notes. This instructor site has been designed in conjunction with the main text to assist the teaching and development of global leaders.