銷售和營(yíng)銷成本模式【外文翻譯】

1、畢業(yè)論文（設(shè)計(jì)）外文翻譯題目：CostofSalesMarketingModel一、外文原文CostofSalesMarketingModelBusinessThinkingabouttheCostofSalesMarketingBusinessthinkingbouttheCostofSalesMarketingbeginswithadefinitionofscope.whatisincluudedinCOSMThefollowing

2、definitionsareprovidedtogetyouthinking:Costofsalesmarketing:Thecostofsalesmarketingisthecostofresourcesrequiredtosupptsalesmarketingactivities.Salesmarketingfunctionsresourcesmustalsobeviewedwithinthecontextofatotalcusto

3、mersuppertlifecyclewhichincludescustomerrelationshipmanagementsalescustomersupptfunctions.Customerrelationshipmanagement(CRM):CRMistheganizedmanagementofcustomerrelationshipsincludingprocessesmethodologiestechnologiestha

4、tresultinenhancedmarketintelligenceflowinsupptofsalesmarketingincreasedcustomersatisfaction.FmalCRMisrarelyimplementedduringveryearlystagesincompanydevelopment.Itevolvesovertimebecomesmefmalizedassalesmarketsmaturebutthe

5、businessthingkingientationaboutitmustbetherefromthebeginningBusinessthinkingaboutsalesmarketingmustfirstbestrategic.Thecompanymustsompletethreestragicbusinessthingkingsteps:pleteamarketassessment.2.Developthevalueproposi

6、tion.3.PlanthesalesmarketingimplementationpletingtheMarketAssessmentMichaelPter’sFiveFcesthatshapecompetitionmakeagoodstartingplacefanymarketassessment.Establishedrivals:apromaryconsiderationwhenthinkingzhoutestablishedr

7、ivalisbarrierstoentry.Asuccessfulstartupwillhaveseriouslyconsideredthesebarriertoentrywhendevelopingitsmarketstrategy.WhatwillberequiredintermsofinvestmenttobecompetitiveinanindustrythatalrealyhasestablishplayerTonameafe

8、wbrrecognitioneconomiesofscaleeatablisheddistributionchannels.Suppliers:Powerfulsuppliersincludingprovidersoflabcanshapesalesmarketingstrategies.Finstancetheneedtoplugplaywithmajhardwaresupplierscanstronglyinfluencesales

9、marketingstrategiesftechnologyproducts.ThecostoflabtosuppttheinstalledbaseofproductscaninfluenceReviewMarch2006).Theirmodeldefinesthreetypesofvaluepropositionslistedbelow.Eachtypeanswersanincreasinglyprobingquestionbythe

10、customercrespondinglyrequiresadifferentlevelofunderstingofthecustomer’s.Businessallbenefits:ThisisthevaluepropositionfmthatIencountermostfrequentlyinmyconsultingpractice.Itconsistsofalistofallthebenefitsthatarebelievedto

11、bedeliveredtotargetcustomers.Itanswersthecustomerquestion“Whyshouldourfirmpurchaseyouroffering”Thepitfallisthatthelistoftenassertsadvantagesfeaturesthathavenobenefittothetargecustomer.Infactmanyofthebenefitsmaybepointsof

12、paritywiththenextbestalternativeThistypeofvaluepropositionignespointsofdifferencefromcompetits.Allthatisrequiretodevelopthistypeofvaluepropositionisknowledgeofyourownproduct.Favablepointsofdifference:Thisfmofvalueproposi

13、tionisdevelopedwiththeunderstingthatthecustomerhasanalternative.Itanswersthecustomerquestionh”Whyshouldourfirmpurchaseyourofferinginsteadofyourcompetit’s”Todevelopthistypeofvaluepropositionyoumusthaveadetailedunderstingo

14、fyourcompetit’sproductsbeabletoarticulateallfavablepointsofdifferencebetweenyourproducttheirs9oumayalsodefinesolvethecustomer’sprobleminadifferentway.Thepitfalltothistypeofvaluepropositionisthatwithoutaclearunderstingoft

15、hecustomeritmaystresspointsofdifferencethathavelittlevaluetothecustomer.Thistypeofvaluepropositionisasignificantimprovementovertheallbenefitstype.Anindepthunderstingofcompetitproductscapabilitiesisrequiredtodeliverthisfm

16、ofvalueproposition.Resonatingfocus:Thisfmofvaluepropositionanswersthecustomerquestion“Whatismostwthwhilefourfirmtokeepinmindaboutyouroffering’Thisvaluepropositiondeliversasimpleyetcaptivatingmessageofwhatmakestheproducto

17、fferingsuperionthefewelementsthatmattermosttothecustomer.Itfocusesontheonetwopointsofdifferencethatdeliverthegreatestvaluetothecustomer.Thisisthegoldstardofvaluepropositions.Acompanythatcandeliverthistypeofvaluepropositi

18、onhasdemonstratedthatitfullygraspsthecriticalissuesthatfaceitscustomer.Thisfmofvaluepropositionrequiresthatyouunderstwhatthecustomervalues.Dedicatedresourcesarerequiredtogarnerthistypeofcustomerinfmation.CapturingtheMark

19、etTargetMarket:Thecompanywillfocusonthenewsmarthomemarketexclusivelybecausethefoundershavedirectexperienceinthisareathissegmentofthemarketisanearlyadopterofnewhomebuildingtechnologies.MarketingStrategy:thecompanywillposi

20、tiontheECSproductasagreentechnologynowamusthavefeatureftheprogressivesmarthomebuyer.Thecompanywillcreatemarketpullfromhomebuyersbyadvertisinginhighendhousingmediabecomingvisibletotheaffluentenvironmentallymindedpopulatio