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4 SMT Magazine • December 2016 This month, SMT Magazine examines the myriad challenges facing sales and marketing execs in the PCB assembly industry. Our feature contrib- utors offer winning sales and marketing meth- ods, and describe key attributes of sales strate- gies from their unique perspectives. Sales & Marketing Sales and Marketing in a Digital Transformation Reality by Jay Gorajia Sales: a.k.a., Trench Warfare! by Craig Arcuri Five New Books that Will Change Your Perspective on Sales and Marketing by Dan Beaulieu Much Ado about Sales and Marketing A Survey by the I-Connect007 Research Team Successful Sales Strategies Interview with Matej Krajnc, National Instruments The Hunt for the Best Pre-Owned SMT Equipment Supplier by Shannon Allard EMS Industry Sales and Marketing: Why Strategies Vary Widely by Susan Mucha 12 22 36 44 52 58 66 December 2016 • Featured Content 12 44 M A G A Z I N E 52 22 36 66 58

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