Global, 2. The particular Challenge
of GAM, 3. Innocent among wolves,
and other deadly sins, 4. The
critical success factors - making it happen, 5. Getting the big picture, 6.
Understanding the global buyer, 7. Understanding
the customerís decision making process, 8. Managing the global touch points, 9.
Getting the board on board, 10. The
Global account manager - rarest of breeds?, 11. Making it happen - structure and the persuasive process, 12. Performance and reward, 13. Getting IT right, 14. The Global account plan, 15. Harnessing the strengths of
cultural diversity, 16. Next steps, and getting further help