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Page 61 of 62

Data Watch

Research data and statistics presented here include: Level of Involvement in Activities within Strategic Buyer-Supplier "Partnering" Alliances.

Author(s):

Publication Date: 5/1/2001

Resource Type: Focus: Europe

Subject Tags: Partnering Process / Strategic Alliances

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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Quick Take

This column provides short reprints and/or recommendations of important articles from other publications: "E-Commerce Becoming Eurocommerce: Steady Growth Projected for the Continent," by Tessa Romito, Business 2.0.

Author(s):

Publication Date: 5/1/2001

Resource Type: Focus: Europe

Subject Tags: E-Commerce;

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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E-Mail Makes Everything More Efficient...Unfortunately!

For the benefit of global business people, the article examines the role of e-mail in building and subtracting from "social capital," one of the foundations for successful working relationships. E-mail has inherent problems that may undermine communications and these are manifested in: 1) Interpretation of Meaning; 2) Motivation to Act; and 3) Process of Disagreements.

Author(s): Grove, Cornelius; Hallowell, Willa; and Molloy, Kathleen

Publication Date: 5/1/2001

Resource Type: Focus: Europe

Subject Tags: Communications;Cultural Issues;

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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Harnessing Global Potential: Insights into Managing Customers Worldwide

This book cogently captures the dynamics of globalization and explains the evolution of global account management (GAM) practices. The authors share their collective years experience in research and consulting in the area of strategic account management as well as the rich findings from the Global Account Management Study, by The Sales Research Trust.

Author(s): Wilson, Kevin; Millman, Tony; Weilbaker, Dan; and Croom, Simon

Publication Date: 5/1/2001

Resource Type: Publication

Subject Tags: Global Account Manager Toolbox;Global Account Programs;Hiring, Retaining & Performance Evaluation of SAM;Metrics - Program / Account;Technology: CRM, SFA, Communication Tools;Value Creation / Innovation

Price: Non-Member - $19.95 | Individual Member - $16.00 | Corporate Member - $12.00

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Cross-Cultural Competencies for Individuals on Global Teams

This presentation discusses the set of conditions needed for the success of any cross-cultural business team. It focuses on analyzing differences, exploring behavioral techniques for responses, and a "third way" - the team approach - which is not dominated by any one cultural group.

Author(s): Grove, Cornelius

Publication Date: 5/1/2001

Resource Type: Presentation handout

Subject Tags: Communications;Cultural Issues;Global Account Manager Toolbox;Global Account Programs;Team Issues;Value Creation / Innovation

Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

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Focus: Europe

In this issue: Managing Global Client Relationships at Deutsche Bank: Management Discipline, Process and Technology; Global Sourcing - Fast; The Political Entrepreneur: Are We Seeing A New Management Role Emerging With the Global Account; Aligning Incentives with Corporate Objectives and Strategic Account Manager Accountabilities; Data Watch.

Author(s):

Publication Date: 1/1/2001

Resource Type: Focus: Europe

Subject Tags:

Price: Non-Member - $20.00 | Individual Member - $0.00 | Corporate Member - $0.00

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Aligning Incentives with Corporate Objectives and Strategic Account Manager Accountabilities

Compensation is a key factor in attracting and retaining high caliber account managers. Earnings for global or key account managers should be in alignment with their roles and responsibilities. The article examines the role of the GAM and the considerations relevant to the design of a GAM s compensation plan. Supporting data is provided from SAMA s Annual Survey of Strategic Account Management Compensation Practices; and, The Alexander Group author and consultant, Linda Mahoney, recommends explicit rules for sales crediting.

Author(s): Mahoney, Linda

Publication Date: 1/1/2001

Resource Type: Focus: Europe

Subject Tags: Compensation;Global Account Manager Toolbox;Global Account Programs;Skills & Competencies

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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Global Sourcing-Fast!

The future for e-procurement will focus on leveraging computers and other devices, making them more intuitive, powerful and easy-to-use, and also on accelerating productivity by eliminating repetitive, administrative tasks. Management will see early adopters of e-procurement as champions because the direct results of their efforts will be lower cost of goods, more goods and services sourced in less time. ERP systems will be replaced by collective Value Chain Resource Planning (VCRP) systems, allowing all members of the supply chain to exchange data simultaneously for seamless product manufacturing and fulfillment.

Author(s): Guillemaud, Wes

Publication Date: 1/1/2001

Resource Type: Focus: Europe

Subject Tags: Supply Chain Management / Procurement

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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Data Watch

Research data and statistics presented here include: The European Internet Economy: 2004; Business-to-Business Internet Commerce in Europe.

Author(s):

Publication Date: 1/1/2001

Resource Type: Focus: Europe

Subject Tags: E-Commerce;

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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Managing Global Client Relationships at Deutsche Bank: Management Discipline, Process and Technology

The article provides an overview of the changing marketplace for wholesale banking, the environment in which Deutsche Bank has reconfigured its account relationship model to suit the changing buying behavior of global clients and the new realities of wholesale banking. In 1998, the Global Corporate and Institutional (GCI) Division was created to focus on global relationships and since has made quantum strides in improving its competitive position, and its returns on capital now regularly exceed 25%. The authors cite GCI s critical success factors including dual client coverage of the global relationship manager and senior investment banker. Looking to the future, investment banks must face the challenges of using CRM technologies to institutionalize relationship process.

Author(s): Mathias, Peter F. and Fitschen, Juergen

Publication Date: 1/1/2001

Resource Type: Focus: Europe

Subject Tags: Global Account Programs;SAM 101 - The Basics for Starting a SAM Program;SAM Program Case Studies;Skills & Competencies;Technology: CRM, SFA, Communication Tools;

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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The Political Entrepreneur: Are We Seeing a New Management Role Emerging with the Global Account?

Research over the past ten years has led lead researcher, academic and consultant Kevin Wilson to distinguish the evolving role of a strategic account manager managing key customers in a globalized environment. The author defines a "political entrepreneur" and the skills and competencies that set this strategic account professional apart from other account managers. Further, different levels of political and entrepreneurial skill can be applied at different stages in the development of a global relationship. Dr. Wilson discusses the demands and opportunities for the GAM at these points: early-GAM; mid-GAM; mid-to-partnership GAM; synergistic-GAM; and uncoupling-GAM.

Author(s): Wilson, Kevin

Publication Date: 1/1/2001

Resource Type: Focus: Europe

Subject Tags: Global Account Manager Toolbox;Global Account Programs;Skills & Competencies;Value Creation / Innovation

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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Giant Companies, Small Details: 3M and IBM Co-Creating Value at All Levels

It’s a story of two giants – 3M and IBM – working together to chase the elusive business unicorn that is the win/win partnership. By paying attention to small details, both companies succeeded and along the way, 3M’s IBM account manager Jan Hildebrandt won the SAMA 2000 Account Performance AwardTM.

Author(s): Joseph P. Sperry, Ph.D. Partner, S4 Consulting

Publication Date: 9/1/2000

Resource Type: Velocity Magazine

Subject Tags:

Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

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NAMToolbox

Author(s):

Publication Date: 10/1/1998

Resource Type: Velocity Magazine

Subject Tags:

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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Principals of JIT II Corporate Case Study

The presentations for this summary involved several JIT ("Just-in-Time") II case studies that incorporate the JIT II concept into national account management. The agenda for this study included the following customer-supplier presentations on how these relationships utilize JIT II: JIT II at Bose; The CL&D Graphics – SC Johnson Wax JIT II Partnership; Arthur Andersen: JIT II as a Best Practice; JIT II at IBM; and JIT II at Motorola: A Purchasing Perspective.

Author(s):

Publication Date: 8/15/1998

Resource Type: Presentation handout

Subject Tags: Partnering Process / Strategic Alliances;Supply Chain Management / Procurement;

Price: Non-Member - $50.00 | Individual Member - $0.00 | Corporate Member - $0.00

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The Trust Imperative

Trust is something no amount of money and resources can buy; therefore it is a source of competitive advantage available to any party willing to adopt the appropriate mindset. It is dependent on the culture and values of organizations and the vast web of individual relationships that make up these living, breathing systems. Alas, Trust being largely invisible, is often overlooked. But what we have learned — what this book will show — is that Trust is a critical component in any strategic alliance.

Author(s): Dow, Roger; Napolitano, Lisa; and Pusateri, Mike

Publication Date: 5/1/1998

Resource Type: Publication

Subject Tags: Business Case for Strategic Account Management;SAM 101 - The Basics for Starting a SAM Program;Partnering Process / Strategic Alliances;SAM 101 - The Basics for Starting a SAM Program;Skills & Competencies;Supply Chain Management / Procurement;

Price: Non-Member - $15.00 | Individual Member - $13.00 | Corporate Member - $10.00

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Nalco Chemical Corporate Case Study

The summary covers the main points of a case study presented by Nalco Chemical Company executives, supplying insights into the way Nalco’s business and corporate sales program operate. These various perspectives include: Strategic Middle Market Accounts; Alliances in the Chemical Process Industry; Corporate Engineering Sales; Alliances in the Paper Industry; The Perspective of the Internal Customer; and Global Accounts.

Author(s):

Publication Date: 2/1/1998

Resource Type: Presentation handout

Subject Tags: Account Planning;Account Selection, Segmentation, and Portfolio Management;Global Account Programs;SAM 101 - The Basics for Starting a SAM Program;Organizational Structure;SAM Program Case Studies;

Price: Non-Member - $50.00 | Individual Member - $0.00 | Corporate Member - $0.00

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Unlocking Profits

Unlocking Profits is an introduction to key account management with individual chapters authored by selected academics, journalists, and senior company executives. Understand the circumstances and strategies surrounding dramatic implementation of a key account program at Kodak, Procter & Gamble, UPS & Boise Cascade. This is provocative testimony intended as a thought-starter—an attempt by SAMA to engage a wider audience in the dialogue on customer-supplier partnering in global business.

Author(s): Conlon, Ginger; Napolitano, Lisa; and Pusateri, Mike

Publication Date: 5/1/1997

Resource Type: Publication

Subject Tags: National / Regional Account Programs;SAM Program Case Studies;Skills & Competencies;Training & Professional Development

Price: Non-Member - $15.00 | Individual Member - $13.00 | Corporate Member - $10.00

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President s Message

Author(s): Nordloh, John H.

Publication Date: 10/1/1993

Resource Type: Velocity Magazine

Subject Tags:

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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1993 NAMA Annual Conference Special Report: World Class Partnering

Author(s):

Publication Date: 10/1/1993

Resource Type: Velocity Magazine

Subject Tags:

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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Food For Thought

Author(s):

Publication Date: 10/1/1993

Resource Type: Velocity Magazine

Subject Tags:

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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President s Message

Author(s): Burnap, Herbert F.

Publication Date: 2/1/1993

Resource Type: Velocity Magazine

Subject Tags:

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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Customers: The Missing Ingredient in TQM?

Author(s): Anthony, Jim

Publication Date: 2/1/1993

Resource Type: Velocity Magazine

Subject Tags:

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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Ongoing National Account Segmentation and Selection

Author(s): Pieper, Susan

Publication Date: 2/1/1993

Resource Type: Velocity Magazine

Subject Tags:

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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Food For Thought

Author(s):

Publication Date: 2/1/1993

Resource Type: Velocity Magazine

Subject Tags:

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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SAMA Best Practice - Techniques for successful distributor relationships

In the area of National Account Management, distribution strategies can easily be forgotten.  Out main activities are focusing in on the customer needs (and obviously getting orders), while spending an obscene amount of time continuously selling the benefits and political positioning internally to our companies.  A key ingredient that we all sometimes overlook is channel options and strategies.  The issue of whether to sell direct, through OEMs/integrators, or through distributing remains as an option in many businesses.

Author(s):

Publication Date: 12/1/1990

Resource Type: Velocity Magazine

Subject Tags:

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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Page 61 of 62