Case Studies In Managing Key, Strategic, and Global Customers

Description

An essential companion for any global account management course!

As businesses around the world continue to adopt strategic and global account management programs, the demand for practical learning resources has grown. Business schools, consulting firms, and organizations like the Strategic Account Management Association (SAMA) now offer courses tailored to managers in the field. Similarly, graduate and undergraduate programs increasingly include account management topics, often as part of sales management or personal selling courses.

Despite this progress, many courses lack real-world case studies to illustrate key challenges and strategies. This book fills that gap. It features a mix of comprehensive, long-form cases and brief, focused scenarios—each designed to explore specific account management issues. Some cases require in-depth preparation, while others can be used for spontaneous class discussions.

Available in both print and e-book formats, this book uses print-on-demand technology to ensure it stays current. New cases will be added periodically to provide fresh insights and keep the material relevant for today’s dynamic business environment.