銷售：管理有利潤的客戶關(guān)系2-文庫吧在線文庫
【正文】 should . . . ? serve as a guide for what the anization wants to acplish. ? be “marketoriented” rather than “productoriented”. ? be neither too narrow, nor too broad. ? fit with the market environment. ? be motivating. 6 Strategic Planning ? Mission statements guide the development of objectives and goals. ?Objectives are developed at each level in the anization hierarchy. ?Strategies are developed to acplish these objectives. 7 Strategic Planning ? Business portfolio: “the collection of businesses and products that make up the pany.” ? Designing the business portfolio is a key element of the strategic planning process. 8 Strategic Planning ? Step 1: Analyze the current business portfolio ? Step 2: Shape the future business portfolio ? Identify strategic business units (SBUs) ? Assess each SBU: ? The BCG growthshare matrix classifies SBUs into one of four categories using the: ?Market growth rate ?SBU’s relative market share within the market. Portfolio Design 9 BCG GrowthShare Matrix Strategic Planning High Relative Market Share High Market Growth Low Market Growth Stars Cash Cows Question Marks Dogs Low Relative Market Share 10 Strategic Planning ? Step 1: Analyze the current business portfolio ? Step 2: Shape the future business portfolio ? Determine the future role of each SBU and choose the appropriate resource allocation strategy: ? Build ? Hold ? Harv
電大資料相關(guān)推薦
鄂ICP備17016276號-1