Career Development of Global Account Managers: The Dilemma of the Political Entrepreneur
- Topics:
- Account Management
- Tags:
- Account Manager,
- Training And Certification,
- Sales Force Management,
- Sales Channel,
- Sales,
- Professional Development,
- Manager,
- Management,
- Interface,
- Entrepreneurship,
- ...
- Source:
- University of Bath
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Overview: Global account managers are normally recruited or promoted from within multinational selling companies, typically from the pool of national account/sales managers, on the assumption that thorough knowledge and experience of the company's organization and products/services is an essential prerequisite. They perform a boundary-spanning role across two important organizational interfaces: first, the internal interface between global and national account management, which is often embedded in a headquarters/subsidiary relationship; and second, the external interface between the selling company and the dispersed activities of its global accounts.
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Format: PDF | Size: 55KB | Date: Dec 2000 | Pages: 16
