Chapter 6: QB-2DQ (page 718)
How does the axiom used in industrial selling "You don't sell the product; you sell the company" pertain to manufacturing technology?
Short Answer
Before making an industrial contract customer checks the whole plant.
Step by step solution
Defining a manufacturing technology
The combination of science, engineering, and production that help in the modern method of generating processes of manufacturing and industrial production is known as manufacturing technology.
Understanding the meaning of the phrase "You don't sell the product; you sell the company."
It means efficiency, effectiveness, working method, and technology in the company should be represented in the product. The company's production method must be impeccable. The reputation of the company is measured by its production method.
Analyzing how it pertains to manufacturing technology
When industrial customers visit the supplier's manufacturing unit, they look at the supplier's technology. They note even the small details and then decide if the supplier would be able to meet the order specifications. This way, the customers check the whole company for their product.
