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98 PCB007 MAGAZINE I MARCH 2019 1 It's Only Common Sense: Eight Great Tips to Teach a New Salesperson—Listen! E Today, all of us are working diligently on getting more young people involved in our industry, and many of those people are going to be in- volved in sales. To help you with developing that training, here are eight great tips to teach a new sales- person. 2 Punching Out! Beware of Cultural Issues in M&E Deals E Company culture is hard to define and man- age, but it is a critical factor in making an M&A deal successful. It is also often ignored or misunderstood during and after due diligence because culture is a "soft" science instead of a "hard" subject like finances, legal contracts, IP, or accounts receivable, among other things, which makes culture a difficult factor to deal with. 3 Standard of Excellence: Seven Things Your PCB Vendor Can Teach You E One of the great things about having a good PCB vendor is that they can teach you and keep you informed about when it comes to their technologies, products, and business. Just as you and your company are experts in your technology, they are experts in theirs. 4 North American PCB Sales Ends 2018 With 8.7% Growth E Total North Ameri- can PCB ship- ments in Decem- ber 2018 were up 7.7% compared to the same month last year. Shipment growth ended the year at 8.7%. Compared to the preceding month, December shipments increased by 17.1%. Editor Picks from PCB007 Dan Beaulieu Anaya Vardya

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