...I. STATEMENT OF THE PROBLEM The problem in the case “Hewlett-Packard’s Global Account Management” was the conflict of Global Account Managers (GAM) and country managers while implementing the GAM program. Beyond the performance measurement system, country managers felt threatened by the GAM as a whole. Country managers that did not buy into the GAM program were given several opportunities to accept the program and work with the GAMs. If managers did not eventually buy into the program they encouraged to pursue opportunities elsewhere in the organization or outside HP. II. OBJECTIVE The objective of this case study was to be able to understand the importance of delegation of tasks to employees in an organization. III. AREAS OF CONSIDERATION The three most important areas of consideration for this case are the following: 1. The Global Management Program itself. 2. The delegation of tasks to Hewlett-Packard’s employees. 3. The benefits of GAM to Hewlett-Packard’s customers. IV. ALTERNATIVE COURSES OF ACTION The following are the alternative courses of actions for this case study: 1. To continue the Global Account Management Program and maintain the existing policies. 2. To discontinue the GAM program and formulate other strategy since it creates conflict between the global account managers and country managers. 3. To continue the GAM program and have further analysis or re-evaluation on the proper delegation of tasks to...
Words: 494 - Pages: 2
...Be Globalized? THE PITFALLS OF GLOBAL ACCOUNT MANAGEMENT David Arnold Julian Birkinshaw Omar Toulan T o international companies, there is something both inevitable and desirable about the trend towards globalization of the sales function, usually referred to as global account management. It is inevitable because major business customers are generally well down the road to globalization in supply chain management, and from their major suppliers worldwide they increasingly demand contracts with standardized terms in areas such as product specification, price, and service standards. It is desirable because the institution of global customer management is in line with trends like customer relationship management and building customer-centric organizations, ideas which currently hold much sway with top executives in many multinational corporations. However, vendor companies should think carefully before jumping on the global customer bandwagon. Such relationships can turn out to be quite different from expectations. In many cases, vendors find that the unanticipated costs outweigh the benefits. Over the last two years, we have conducted field research into global account management from the vendor's perspective in Europe and North America. In over half the corporations, we found management struggling to figure out how to make this system work. In many cases, the major change that resulted from classifying a customer as a global account was increased downward pressure on...
Words: 5905 - Pages: 24
...An account manager is a person in a business who is responsible for the management of the sales and relationship with particular customers. They are allocated particular customer accounts, especially the key accounts which provide the most business. The Account manager varies depending on the nature of the business. The account manager builds client relationship by acting as the interface between the customer service teams and sales teams within a company. By maintaining the company’s existing relationship with a client or group of clients in order that they will continue using the company for business. It also involves identifying potential new clients and business opportunities and persuading new customers to place business with the company. Account managers are responsible for working with clients to identify their needs and work out how the company can best meet those requirements, in order that the client does not decide to place business elsewhere. Depending on the size of the company, account managers might manage a single account or they may have a whole portfolio of clients. An account manager might have responsibility for an account at national level or at global level. Global account managers and national account managers may work together in a hierarchical or matrix structure. The trend is to move responsibility for the major key accounts to the global level.[1] [edit] Key account manager Key account management goes beyond sales to plan and manage the full relationship...
Words: 307 - Pages: 2
...CHAPTER – 1 STOCK & EQUITY MARKET GLOBAL INSTITUTE OF MANAGEMENT | 1 INTRODUCTION ABOUT STOCK AND EQUITY MARKET GLOBAL INSTITUTE OF MANAGEMENT | 2 1.1 What is Stock ? In finance, a stock represents a share in the ownership of an incorporated company. In Industrial societies wealth used in production is owned in the aggregate mostly by Corporations rather than by individuals because of the huge investments required. This trend began in 17th-century England when merchants formed JOINT-STOCK COMAPNIES, pooling capital to be used jointly in trading and manufacturing. Participants then received dividends, shares of the common PROFIT proportionate to their original investments. The Definition of a Stock : Plain and simple, stock is a share in the ownership of a company. Stock represents a claim on the company’s assets and earnings. As you acquire more stock, your ownership stake in the company becomes greater. Whether you say shares, equity, or stock, it all means the same thing. The wealth of individuals includes claims against, or investments in, corporations. These are called securities, the two most common being bonds and stocks. Corporate bonds are evidences of corporate debt to the bondholder. Stocks are evidences of ownership, or equity. GLOBAL INSTITUTE OF MANAGEMENT | 3 Investors buy stock in the hope that it will yield income from dividends and appreciate, or grow, in value. 1.2 History of Stock Market Indian Stock...
Words: 12185 - Pages: 49
...International Business Management Program – Petra Christian University 2012 / 2013 Executive Summary Indonesia is known as one of the developing countries in South East ASEAN. Although Indonesia is still a developing country, it has also known as the largest economy in Southeast Asia and also a member of the G-20 major economies. At World Economic Forum on East Asia, Indonesia president said Indonesia will be in the top ten countries with the strongest economy within the next decade. In fact, nowadays Indonesia proves a very good track record in its economy. Finally, it attracts many countries to build strong relationship with Indonesia. One of the countries that have a strong relationship with Indonesia is United Kingdom. In 2006 Tony Blair, the prime minister at that time, met with Susilo Bambang Yudhoyono (SBY), the president of Indonesia, and agreed upon “the establishment of a regular Indonesia-UK partnership forum”. The first Indonesia-UK forum was held in London on 31 January 2012. This forum results in stronger relationship between two countries as SBY made a state visit to the UK on October 30 to November 3, 2012. In this report, we will discuss the economic behavior of both countries. We will also examine the relationship of both countries’ economic condition. Research for this report included data of both Indonesia and England, such as the currency exchange rate between two countries, balance of payment of each country, interest rate in Indonesia and UK, inflation...
Words: 13721 - Pages: 55
...former global synergy are : 1. AMP creates geographic structure which measured based on product quotas, for many years HP had set sales quotas and tracked performance by product lines solely within geographies 2. Managers focused on meeting product line targets within their designated region, area, or district 3. As a result, within the product focus structure, it was difficult to differentiate individual account performance at any level and there was a lack of a complete measure of global accout performance 4. The organization structure and the performance measures did not facilitate the development of new accounts outside regional boundaries 5. Area and district managers had no incentive to provide information to other district or area sales managers regarding new account development In January 1991, Franz Nawratil, vice president and manager, worldwide marketing and sales, computer systems organization (CSO), H-P, received approval to implement a pilot program based on a proposal for global account management. Mr.Nawratil asked Alan Nonnenberg, director of sales, Asia-Pacific, to help head the pilot program and appointed Greg Mihran as the new director of sales, global account management, CSO. The program proposal envisioned a critical role for the global account manager (GAM). Accordingly, the pilot program focused on providing the GAM with the authority, power, and tools to manage the global account. GAMs were responsible for defining the global account sales...
Words: 309 - Pages: 2
...Course Overview ƒ Introduction to SAP ƒ Navigation ƒ Introduction to GBI ƒ Sales & Distribution ƒ Materials Management ƒ Production Planning ƒ Financial Accounting ƒ Controlling SAP ERP Course Overview ƒ FI Organizational Structure ƒ FI Master Data ƒ FI Processes ƒ FI Reporting ƒ Audit Trails SAP ERP Goal of Financial Accounting (FI) Financial Accounting is designed to collect the transactional data that provides a foundation for preparing the standard portfolio of reports. ƒ In general, these reports are primarily, but not exclusively, directed at external parties. Standard reports include: - Balance Sheet - Income Statement - Statement of Cash Flows SAP R/3 TYPICAL BUSINESS BLUEPRINT QTN VENDOR REQ FORECASTING PO CONTRACT GOODS RECEIPT INV VERIF AP BANK SALES PLANNING STOCKS MRP PL ANT MAINT. BOM WHAT TO DO GOODS ISSUE ASSET MGMT CASH FLOW COST CENTERS PAYROLL DEMAND MGMT ROUTINGS MASTER PLAN SCHEDULE CAPACITY HOW TO DO WHEN TO DO MANUF SHOP FLOOR FINAL INSP. STOCKS WORK CENTERS PRODUCT COST AR BANK GENERAL LEDGER SHIPPING MM FI CO CM AM SD PP PM HR BILLING PROFITABILITY ANALYSIS AV. CHK SALES ORDER AGREEMENT QTN CUSTOMER CR MGMT SAP ERP FI Organizational Structure ƒ epresents the legal and/or organizational views of an R enterprise Forms a framework that supports the activities of a business in the manner desired by management Permits the accurate and organized collection of business information Supports the development and presentation...
Words: 1247 - Pages: 5
...Company Report & Profile GLOBAL ADVERTISING & MARKETING COMMUNICATIONS WRSX 1 File name: WRSX_Group_Profile_Feb2010_v21 next page> © Copyright Learning Dynamics 2010. All rights reserved. GLOBAL ADVERTISING & MARKETING COMMUNICATIONS CONTENTS: (click to view page) Company History Mission Statement Company Timeline Board of Directors Corporate Governance Group Structure Operating Units Financial Performance Measures Share Price / Market Capitalisation Financials Non-financial Performance Measures © Copyright Learning Dynamics 2010. All rights reserved. WRSX 2 WRSX Global Advertising Company History / 1 Introduction: WRSX (Waldron Roux Silberstein Xao) was founded 15 years ago with the merger of three agencies: a long-established London-based advertising agency, WWMV and new partner agencies in New York (Silberstein & Lord) and Paris (Roux Toussaint Berthe). The London agency: Westcott Waldron Morrissey Vickers (WWMV) was one of the new-wave creative London agencies of the late 1970’s but as three of the original founding partners Westcott, Morrissey and Vickers cashed-out, the last remaining founding partner, Juliette Waldron, saw the opportunity to take advantage of global opportunities and grow the agency network by merging with the New York agency Silberstein & Lord and the Paris agency Roux, Toussaint, Berthe. The New York agency: Silberstein & Lord is on Madison Avenue and Lloyd Silberstein is both president and creative director. He...
Words: 5123 - Pages: 21
...Sales Organization Forms from export department to global key account management, application in B2C- vs. B2B-markets Table of Content 1. Sale management in the 21st century 2. Selling in B2C vs. B2B markets 3. Sales Organization • Vertical Structure • Line Organization • Line and Staff Organization • Horizontal Structure • Geographic Organization • Product Organization • Organization by Customer type or market 4. Organizing to serve global key accounts Sales Organization 2 Sale management in the 21st century • customer’s perspective, expectations and needs are changing • salespeople are expected to be connected and available whenever the customer want → changes affect every aspect of sales management: from the way the sales department is structured to the selection, training, motivation and compensation of individual salespeople 3 Selling in B2C vs. B2B markets • B2C: direct sellers residential real estate brokers retail store salespeople • B2B: sales to resellers sales to business users sales to institutions goods and services are more expensive and technically complex customers tend to be larger and to engage in extensive decision-making processes involving many people → Success in either type of selling requires: - - - - interpersonal and communication skills solid knowledge of the products being sold ability to discover the customer’s needs creativity to...
Words: 604 - Pages: 3
...individual consumers, small and middle market businesses and large corporations with a full range of banking, investing, asset management and other financial and risk-management products and services. Bank of America offers services to more than 4 million small business owners through a suite of innovative, easy-to-use online products and services. The company serves clients in more than 150 countries and has relationships with 99 percent of the U.S. Fortune 500 companies and 83 percent of the Fortune Global 500. Bank of America Corporation stock (NYSE: BAC) is a component of the Dow Jones Industrial Average and is listed on the New York Stock Exchange. In late-2008, Bank of America acquired Merrill Lynch, a long-standing, global investments and financial services firm. The company provides unmatched convenience in the United States, serving more than 59 million consumer and small business relationships with more than 6,100 retail banking offices, more than 18,000 ATMs and an online banking with more than 25 million active users. Even if you are not a Bank of America customer, you have probably used some bank’s ATM system and/or online banking services. The following instructions require you to consider the business processes delivered to you as a consumer of banking services via an ATM and to help you explore the underlying information management requirements of an ATM system. Assignment: 1. List the likely core business functions (high level; major business and financial...
Words: 966 - Pages: 4
...regarding forward-looking statements Highlights Group Chairman’s Statement Group Chief Executive’s Review Strategic objectives 9 Value creation and long-term sustainability 10 HSBC Values 11 Our strategy Business model 12 Market presence 13 Organisation 15 Governance 16 Global businesses 18 Employees 21 Risk overview Strategic priorities 26 Grow the business and dividends 26 Implement Global Standards 28 Streamline processes and procedures Outcomes 28 Financial performance 34 Remuneration 36 Sustainability Directors 40 Directors Supplementary information 42 Status of the Strategic Report 2014 42 Copies of the Annual Report and Accounts 2014 42 Shareholder enquiries and communications 43 Report of the auditor The Strategic Report 2014 forms part of the Annual Report and Accounts 2014 for HSBC Holdings plc and is not the Group’s statutory accounts. It does not contain the Report of the Directors and it does not contain sufficient information to allow as full an understanding of the results and state of affairs of the Group and of its policies and arrangements concerning Directors’ remuneration as would be provided by the full Annual Report and Accounts 2014. Additional information, including commentary on 2013 compared with 2012, may be found in the Form 20-F filed with the US Securities and Exchange Commission (‘SEC’) and available on www.hsbc.com and www.sec.gov. Certain defined terms Unless the context requires otherwise,...
Words: 30003 - Pages: 121
...On Fisheries: From Maximum Sustained Yield to Sustainable Ecosystem Management Around the world, communities depend on the bounty of the ocean for everything from subsistence lifestyles to the maintenance of multi-million dollar fishing enterprises. In North America, for many of us fish arrives on our plate by way of a long commodity chain ending at the local grocery store, and is a product we expect to see available daily as much as we might expect to see bread, milk, and eggs. Internationally, fish have different meanings; important culturally and economically, in some places what the ocean provides is the only available means of survival. However, the sea around us is changing, in temperature and in species composition. What species remain...
Words: 1549 - Pages: 7
...Submitted By Pritam Kumar Das Roll. No. – 1011356 Third Year Bachelor’s in Banking & Insurance PREFACE The project was undertaken to study the Indian Banking Industry in reference to one of the basic services provided by the Banks. Various theory and practical aspects were studied in regard to this project. The Project tries to highlight the role of today’s banking style. Various parameters were analyzed to know the current status of the Indian Banking Industry and the various products of the Citibank ACKNOWLEDGEMENT Nobody is born perfect in himself; it is some timely guidance, proper teaching and blessings by well wishers and seniors around us who give me perfection and skills to make myself prepared to walk on the path of success. My project work, which is the first step of mine in the fields of professionalism, has been successfully accomplished, due to co-operative efforts of friends and colleagues together. I would like to pay my sincere gratitude and thanks to those people, who directed me at every step in the project work. I would like to thank our respected director Mr.D D Chaturvedi, who allowed me to undertake this project and provided his valuable guidance in doing. I extend my sincere thank and gratitude to Dr. AMIT GUPTA, internal faculty, MAIMS, for her help and valuable support throughout the term of the project. It was a learning experience to work under his guidance. I would also like to thank the faculty member and staff member...
Words: 11466 - Pages: 46
...Core Process | |people management |recruiting | | |performance management | | |staff development | | |payroll | | |benefits administration | |financial management |general ledger | | |accounts payable | | |accounts receivable | | |reporting and compliance | | |cash management | |...
Words: 479 - Pages: 2
...curve and what Verizon might experience. This paper will also discuss the influence of the global and internal environments and why this change is needed. Change transition Change is never easy for people, it becomes difficult in an organization when there is a different people involved that need to get guidance from a management team. In a management model there are four stages identified, which explain what most people go through when change occurs. The first stage normally is, denial ("Stages Of A Change Curve", 2015), people will react with a bit of shock by ignoring it, talking or thinking about the change is avoided. People will instead try to stick to familiar feelings, anything that they are still currently using in the organization. The second stage of change transition is resistance ("Stages Of A Change Curve", 2015). Some times in organizations employees can have feelings of anxiety or anger which can then reduce productivity when they realize that the change is actually happening. However, the management team’s role, is to listen to the team members and provide reassurance by encouragement. The third stage in this process is Exploration ("Stages Of A Change Curve", 2015). During this stage team members actually become part of the process with little resistance, the team starts enjoying the idea of the change and begin learning the new ways of what needs to happen. The management team can encourage the team by making everyone participate...
Words: 1205 - Pages: 5
