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Find It. Book It. Grow It.: A Robust Process for Account Acquisition in Electronics Manufacturing Services | 
 enlarge | Author: Susan E. Mucha
Publisher: PennWell Corp.
Category: Book
List Price: $69.00
Buy New: $61.59
You Save: $7.41 (11%)
New (6) Used (1) from $61.59
Avg. Customer Rating:  1 reviews
Sales Rank: 139814
Media: Hardcover
Number Of Items: 1
Pages: 240
Shipping Weight (lbs): 1.1
Dimensions (in): 9.3 x 6.4 x 0.7
ISBN: 159370111X
Dewey Decimal Number: 338
EAN: 9781593701116
ASIN: 159370111X
Publication Date: March 18, 2008
Availability: Usually ships in 1-2 business days
Condition: Brand new Item. CD, DVD, Book, VHS more than 400 000 titles to choose from. ALL days Low Price !
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| Editorial Reviews:
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 a differentiated brand while creating a repeatable, consistent sales process, and addresses strategies for account retention and growth.
With over 20 years' experience in the industry, Mucha has built a distinguished career consulting to EMS companies. This new book is 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.
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| Customer Reviews:
If you are involved in E.M.S. sales or management. June 7, 2008
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.
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