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Find it, book it, grow it. : a robust process for account acquisition in electronic manufacturing services

Author: Susan E Mucha
Publisher: Tulsa, Okla. : PennWell, ©2008.
Edition/Format:   eBook : Document : EnglishView all editions and formats
Summary:

Explores in detail the account acquisition process of companies in the electronics manufacturing service (EMS) industry. This title maps the process of building a differentiated brand while creating  Read more...

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Genre/Form: Electronic books
Additional Physical Format: Print version:
Mucha, Susan E.
Find it, book it, grow it.
Tulsa, Okla. : PennWell, ©2008
(DLC) 2007043121
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Susan E Mucha
ISBN: 159370111X 9781593701116
OCLC Number: 646849540
Description: 1 online resource (ix, 226 pages) : illustrations
Contents: 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.
Responsibility: Susan E. Mucha.

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