Find It. Book It. Grow It.: A Robust Process for Account Acquisition in Electronics Manufacturing Services

Find It. Book It. Grow It.: A Robust Process for Account Acquisition in Electronics Manufacturing Services

By: Susan E. Mucha (author)Hardback

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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.


Preface; Acknowledgments; Part One: Building a brand; Understanding competitive advantage in EMS offerings; Analyzing a company's strengths and weaknesses; Marketing strategy and tactics; Part Two: Creating a robust selling process; Account acquisition dynamics; Optimizing the sales process; Critical elements in closing accounts; Part Three: Growing existing accounts; Basic tools for building sustaining account relationships; Developing an account growth planning model; Part Four: Implementing the process; Selling is as process-driven as manufacturing.

Product Details

  • ISBN13: 9781593701116
  • Format: Hardback
  • Number Of Pages: 240
  • ID: 9781593701116
  • ISBN10: 159370111X

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