Index of Articles

Title Author
Aggressive Supply-Chain Management and the Complex Sale Charles Smith and Len Given
Usage-Based Pricing: Trap or Treasure Trove for Equipment Vendors? Joe Verderber
Strategic Marketing - Developing a Corporate Brand Platform, Part II Joyce Jensch
Strategic Marketing - Developing a Corporate Brand Platform, Part I Joyce Jensch
A Different View on Demand Elasticity for Semiconductor Capital Equipment Joe Verderber
A Current Look at Positioning Charles Smith
A Poweful, Little Used Concept for Multiplying Your Productivity and Effectiveness Len Given
A Survival Guide For Selling to Committees - Part 1 Len Given
A Survival Guide For Selling to Committees - Part 2 Len Given
Account Penetration - Some Thoughts Steve Westrate
And a Seventh Step to Marketing Success Martin Hammond
Dealing With Highly Aggressive, Intimidating Customers Len Given
Developing Organisational Commitment to Global Strategic Account Management Programmes Part 1 Kevin Wilson
Developing Organisational Commitment to Global Strategic Account Management Programmes Part 2 Kevin Wilson
Do Your Own Business Modeling Joe Verderber
Don't Get Personal - Avoiding Trade Libel Tom Skornia
EFFECTIVE BUSINESS RELATIONSHIPS - vital foundation for long term success - Part 1 of 3 Charles Smith
EFFECTIVE BUSINESS RELATIONSHIPS - vital foundation for long term success - Part 2 of 3 Charles Smith
EFFECTIVE BUSINESS RELATIONSHIPS - vital foundation for long term success - Part 3 of 3 Charles Smith
Effective Presentations Guide #1 - Importance of Effective Communications Al Valetta
Effective Presentations Guide #2 - Knowing Your Objective Al Valetta
Effective Presentations Guide #3 - Know Your Audience Al Valetta
Effective Presentations Guide #4 - Key Factors in Making Your Presentation Al Valetta
Focus On Where You Can Sell Your Products - Developing A Market When You're Not Number One Barry Gottlieb
Forecasting Discipline - An Essential Talent for the Sales Professional Charles Smith
Global Account Management: Strategic Selling Tool for the 21st Century Len Given

Charles Smith
Global Account Management (The Integrator): The Manufacturer /Supplier Relationship for the Next Decade Bob Hills
Is Marketing a Profession? Martin Hammond
Managing Customer Relationships - A Guide for Strategic Accounts Kevin Wilson
Managing Sales Representatives in the Semiconductor Equipment and Materials Industry - Part 1 John Housley
Managing Sales Representatives in the Semiconductor Equipment and Materials Industry - Part 2 John Housley
Managing Sales Representatives in the Semiconductor Equipment and Materials Industry - Part 3 John Housley
Managing Sales Representatives in the Semiconductor Equipment and Materials Industry - Part 4 John Housley
Marketing Communications for a - Successful Product Introduction- Part 1 Joyce Jensch
Marketing Communications for a - Successful Product Introduction- Part 2 Joyce Jensch
Prior Planning Prevents Poor Performance Martin Hammond
Product/Product Line Profitability Modeling, Part1 Joe Verderber
Product/Product Line Profitability Modeling, Part 2 Joe Verderber
Product Safety – A Marketing Responsibility Martin Hammond
Putting The Alligator In The Matchbox
(A Holistic View For Suppliers To The Semiconductor Industry)		 Jack Kessler
Remote E-Diagnostics: The Future of Semiconductor Manufacturing - Part 1 Chris Saso
Remote E-Diagnostics: The Future of Semiconductor Manufacturing - Part 2 Chris Saso
Reps and Distributors - The Basics Part 1 Steve Westrate
Reps and Distributors - The Basics Part 2 Steve Westrate
Six Steps to Marketing Success Martin Hammond
Strategic Marketing And The Product Life Cycle Joyce Jensch
Strategic Marketing In The Semiconductor Industry Joyce Jensch
Telemarketing: Both an Art and a Science - Tips for Success - Part 1 Joe Dietz
The Global Account Manager as Political Entrepreneur - Part 1 Kevin Wilson
The Global Account Manager as Political Entrepreneur - Part 2 Kevin Wilson
The Most Important Thing For Survival Martin Hammond
The Value Proposition: Basis for Value Selling Charles Smith