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.

Product Details

• Amazon Sales Rank: #805086 in Books
• Published on: 2008-03-18
• Original language: English
• Number of items: 1
• Binding: Hardcover
• 240 pages

Customer Reviews

If you are involved in E.M.S. sales or management.
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.