Description
A comprehensive exploration of the account acquisition journey for companies in the Electronics Manufacturing Services (EMS) industry. Facing long sales cycles, tight margins, and geographically dispersed customers, EMS companies need a clear differentiation strategy and a structured process to stay top-of-mind within a diverse target market. In this essential guide, Mucha outlines how to build a distinct brand and create a repeatable, effective sales process while offering proven strategies for retaining and growing key accounts.
Features & Benefits
- Proven Differentiation Strategies - learn how to stand out in a highly competitive market by developing a unique value proposition that resonates with your customers
- Streamlined Sales Process - discover how to implement a consistent and repeatable sales process that shortens the 12- to 18-month sales cycle and drives predictable growth
- Effective Account Retention Tactics - explore strategic methods to retain key accounts and ensure long-term partnerships, even in an industry marked by low margins and complex customer demands
- Brand-Building Expertise - understand how to create a strong, differentiated brand that captures mindshare across a geographically diverse customer base
Audience
- Executives and sales professionals in EMS and related manufacturing services industries
About the Author
Susan Mucha is president of Powell-Mucha Consulting, Inc. PMCI focuses on a range of consulting activities for the electronics manufacturing services (EMS) market which include: strategic partner identification, organizational analysis, market positioning strategy development and training. Prior to founding PMCI in 2001, she spent 20 years in the EMS industry in sales and marketing management positions at several EMS companies.
She holds an M.A.S. degree from the University of Alabama in Huntsville and a B.S. degree in journalism from the University of Florida. She is a Certified Manager through the Institute of Certified Professional Managers (ICPM) and an Accredited Business Communicator through the International Association of Business Communicators (IABC). In addition to her consulting activities, she has taught undergraduate management, leadership, strategic planning and marketing courses at the University of Phoenix and leadership and strategic planning courses in Webster University's MBA program.
Details
Type: Hardcover
Size: 6x9
Pages: 240
Published: 2008
ISBN: 9781593701116
