Santa Clara University

Global Account Management

Many corporations have a highly specialized sales force selling to their large, global accounts. Unlike other salespeople, the skill requirements of this group are likely to resemble those of a General Manager. Preparation of the Global Account Management sales force requires an emphasis on advanced business concepts, strategy and executive ways of thinking. SCU's Executive Development Center can design a program of 1-2 days in length led by faculty with in-depth understanding of the needs of Global Account Managers.

The exhibit below highlights the characteristics required of Global Account Managers to achieve success.

Sales Maturity Model

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