Find It. Book It. Grow It.: A Robust Process for Account Acquisition in Electronics Manufacturing Services
Mar.10, 2010 in
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Product Description
In this new book, Susan E. Mucha explores in great detail the entire account acquisition process of companies in the electronics manufacturing service (EMS) industry. EMS companies face the challenges of a 12- to 18-month sales cycle, low margins and geographically scattered customer bases. Growing the business requires a differentiation strategy and a focused process for maintaining mindshare within a diverse target market. Susan Mucha maps the process of building… More >>
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March 10th, 2010 at 5:17 am
Susan Mucha covers the complete spectrum of account acquisition for electronic manufacturing services. The book is divided into two major parts. In the first part, she reviews why an E.M.S. company should individually customize service packages in their marketing efforts and how to do it. The second part of the book is dedicated to building a robust, repeatable sales process and managing customer expectations. This new book is an excellent resource for seasoned veterans of E.M.S. companies and also new program managers, account mangers or sales engineers.
Rating: 4 / 5