DESCRIPTION
This book 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. The author maps the process of building a differentiated brand while creating a repeatable, consistent sales process, and addresses strategies for account retention and growth. An excellent resource for chief executive officers, vice-presidents of sales and/or marketing, sales directors, sales managers, program managers, account managers, business development managers, and sales engineers in EMS companies and in related manufacturing services industries. Written by Susan E. Mucha, Powell-Mucha Consulting. Published by Pennwell. 235 pages. Released 2008.
| IPC International, Inc. | |
|---|---|
| Product Category | Standards and Technical Documents |
| Product Number | MUCHA |
| Product Name | Find It. Book It. Grow It. A Robust Process for Account Acquisition in Electronics Manufacturing Services |
