August's Question of the Month

Committees are becoming more and more influential in the decisions about supplier products in the semiconductor industry. What is the driving force behind this?

Our experts answer...

As IC manufacturers and OEM suppliers to the semiconductor industry have become larger, and the technology more complex, the cost of making a mistake associated with process and vendor selection has increased dramatically. It is felt that the risks are reduced by involving multi-disciplinary and multi-geographic locations into the decision equation. There is also comfort in spreading the risks (and possibly the blame) across numerous people.

Coming in September

“Cloud Computing” is a rapidly growing trend that will have a big impact upon sales and marketing. What is it?

Come back in September to learn the answer to this question.

Past Questions and their Answers

2008 Select a question to view its answer
September “Cloud Computing” is a rapidly growing trend that will have a big impact upon sales and marketing. What is it?
August Committees are becoming more and more influential in the decisions about supplier products in the semiconductor industry. What is the driving force behind this?
July A tactic often used in negotiations is called a “Trial Balloon” or “Trial Offer”. What does that mean?
June In the United States what is illegal about selling your products in an “exclusive deal”?
May There are three elements that are crucial to the probable success of a new product and should be considered early in defining the product. What are they?
April A “Value Proposition,” properly constructed, should be directed to which of the following: a market, a prospective customer, or individual customer personnel?
March How can you, the vendor, best use appointments at expositions (trade shows)?
February For any salesperson that does not have a strong territorial customer base, prospecting becomes an important function. How should he or she go about it?
January When evaluating the price to charge for a product, we often pose the question, “What price is the customer willing to pay?”. Why is this question a wrong one?

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