【正文】 s? If yes, please detail below. If no, why not?沒(méi)有有112. 貴公司有員工主要業(yè)績(jī)指標(biāo)（KPIs）嗎？如果有，請(qǐng)就其系統(tǒng)進(jìn)行詳細(xì)描述。如果沒(méi)有，請(qǐng)說(shuō)明原因。Do your team members have Key Performance Indicators (KPIs) to measure their performance? If yes, please detail the system below. If no, why not?沒(méi)有有113. 貴公司是否有正式的績(jī)效考評(píng)體系？如果有，請(qǐng)?jiān)敿?xì)說(shuō)明，如考評(píng)的種類、次數(shù)等。如果沒(méi)有，請(qǐng)說(shuō)明原因。Do you have a formal performance appraisal system? If yes, please detail below . type of appraisal, frequency etc. If no, why not?沒(méi)有有114. 總的來(lái)說(shuō)，您認(rèn)為貴公司員工對(duì)他們的薪酬水平滿意嗎？ Generally, do you believe your team members are happy with the level of their remuneration? 不滿意滿意115. 貴公司多長(zhǎng)時(shí)間進(jìn)行一次針對(duì)員工薪酬的回顧審查？How often do team members receive salary reviews?116. 貴公司是否有任何形式的員工利潤(rùn)分配計(jì)劃或員工持股計(jì)劃？如果有，請(qǐng)說(shuō)明其形式。如果沒(méi)有，您是否考慮在公司內(nèi)部開(kāi)展該計(jì)劃？Do you have any type of team member profit share scheme or employee share acquisition plan? If yes, please describe the format. If no, is this something that you would like to implement in your business?沒(méi)有有117. 在分紅戰(zhàn)略方面，貴公司是否有員工激勵(lì)計(jì)劃？如果有，請(qǐng)說(shuō)明它是如何運(yùn)作的。In terms of your remuneration strategy, do you have any employee performance incentive schemes in place? If yes, please detail how they operate below.沒(méi)有有118. 貴公司員工是否有機(jī)會(huì)參與管理？請(qǐng)說(shuō)明，就下面的幾個(gè)方面，您是否征求員工的意見(jiàn)。Do you have a participative style to the management? Please indicate below the level to which you consult your team members regarding critical business decisions.沒(méi)有有 Always Sometimes Never經(jīng)常 有時(shí) 從來(lái)沒(méi)有新產(chǎn)品開(kāi)發(fā)New product development?新員工招聘Recruitment of new team members?市場(chǎng)營(yíng)銷戰(zhàn)略Marketing strategies?產(chǎn)品定價(jià)戰(zhàn)略Pricing strategies?公司運(yùn)營(yíng)戰(zhàn)略及解決方法的頭腦風(fēng)暴會(huì)Operational strategies and solution brainstorming?其它Other…?市場(chǎng)營(yíng)銷戰(zhàn)略計(jì)劃THE STRATEGIC MARKETING PLAN本部份的SNAQ旨在了解貴公司市場(chǎng)營(yíng)銷方面的情況。這些信息將用于經(jīng)營(yíng)業(yè)績(jī)改善項(xiàng)目的模塊五：市場(chǎng)營(yíng)銷戰(zhàn)略計(jì)劃。This section of the SNAQ explores your approach to marketing. The information sought in this section will be used in Module 5 of the Business Performance Improvement Program – The Strategic Marketing Plan. 市場(chǎng)營(yíng)銷戰(zhàn)略Strategic Marketing Plan119. 貴公司是否有市場(chǎng)營(yíng)銷戰(zhàn)略計(jì)劃？如果有，請(qǐng)附上復(fù)印件。Do you have a Strategic Marketing Plan? If yes G please attach a copy沒(méi)有有120. 貴公司制定市場(chǎng)營(yíng)銷戰(zhàn)略計(jì)劃的周期？How often do you prepare a Strategic Marketing Plan?Pareto分析 Pareto Analysis121. 在過(guò)去的三年中，貴公司的客戶總數(shù)。How many customers did you serve during the last 3 years?200220012000122. 貴公司排名前20%的大客戶占總銷售額的比例？What proportion of your total revenue is accounted for by the top 20% of your customers%123. 您了解貴公司排名前20%大客戶對(duì)貴公司的利潤(rùn)所做出的貢獻(xiàn)嗎？Do you know the profit contribution from the top 20% of your customers?不了解了解124. 貴公司銷售額中，來(lái)自老客戶的百分比是多少？What percentage of your revenue is accounted for by sales to customers who deal with you regularly?%目標(biāo)市場(chǎng)Customer Segmentation and Markets125. 貴公司的目標(biāo)市場(chǎng)？請(qǐng)說(shuō)明該類市場(chǎng)的人口數(shù)（最終用戶）、或者是在該市場(chǎng)中的企業(yè)客戶的特性。What market segments do you target? Please describe their demographics (if endusers) or the characteristics of the businesses you target markets126. 請(qǐng)說(shuō)明貴公司選擇該目標(biāo)市場(chǎng)的原因。Please explain below, why you target these particular customers and segments.127. 您認(rèn)為還有哪些市場(chǎng)可列入貴公司的目標(biāo)市場(chǎng)嗎？如果有，請(qǐng)?jiān)谙旅嬲f(shuō)明是哪些市場(chǎng)，以及原因。Are there any other markets that you believe you should be targeting? If yes, please describe them below and explain why you believe you should be targeting these markets.沒(méi)有有市場(chǎng)定位與價(jià)格戰(zhàn)略Positioning and Pricing Strategy128. 請(qǐng)描述貴公司的市場(chǎng)形象。How would you describe your image in the marketplace?129. 您認(rèn)為貴公司在客戶心中的定位如何，是低價(jià)位、高質(zhì)量、還是其它？How do you think your customer’s perceive your position in the marketplace . price leader, high quality and price premium or value for money etc?130. 貴公司回顧產(chǎn)品價(jià)格與服務(wù)的周期？How often do you review the prices of your products and services?131. 貴公司最近的一次提價(jià)是在什么時(shí)候？When was the last time that you implemented a price increase?只適用于生產(chǎn)型企業(yè)Manufacturers only132. 貴公司產(chǎn)品定價(jià)的基礎(chǔ)是什么？按市場(chǎng)水平定位？是否有折扣或提價(jià)？請(qǐng)說(shuō)明。On what basis, do you set this hourly rate, . market rate or do you discount or charge a premium? Please ment below.只適用于服務(wù)型企業(yè)Service Providers Only133. 貴公司是按小時(shí)計(jì)費(fèi)嗎？如果是，請(qǐng)說(shuō)明每小時(shí)的價(jià)格。如果不是，請(qǐng)說(shuō)明您是如何定價(jià)的。Do you charge for your work on an “hourly rate” basis? If yes, please detail your average hourly rate. If no, how do you charge for your work . do you value on a per job basis etc?不是是165。 每小時(shí)per hour134. 貴公司服務(wù)產(chǎn)品定價(jià)的基礎(chǔ)是什么？按市場(chǎng)水平定位？是否有折扣或提價(jià)？請(qǐng)說(shuō)明。On what basis, do you set this hourly rate, . market rate or do you discount or charge a premium? Please ment below.只適用于零售與分銷商Retailers and Distributors Only135. 貴公司定價(jià)的基礎(chǔ)是什么？按市場(chǎng)水平定位？是否有折扣或提價(jià)？是否是以成本加利潤(rùn)的方式定價(jià)？請(qǐng)說(shuō)明。On what basis, do you set your prices, . market rate or do you discount or charge a premium? Do you use a cost plus margin approach? Please ment below.市場(chǎng)營(yíng)銷活動(dòng)Marketing Activities136. 貴公司有市場(chǎng)營(yíng)銷預(yù)算嗎？如果有，金額是多少？Do you have a marketing budget? If yes, how much is it?沒(méi)有有165。137. 貴公司進(jìn)行市場(chǎng)營(yíng)銷與推廣活動(dòng)嗎？如果有，請(qǐng)說(shuō)明在過(guò)去的一年里，進(jìn)行了哪些類型的活動(dòng)。Do you undertake marketing and promotional activities? If yes, please describe below the types of activities you have undertaken in the last 12 months沒(méi)有有138. 貴公司會(huì)對(duì)廣告與促銷的效果進(jìn)行衡量嗎？如果有，請(qǐng)說(shuō)明該衡量是如何進(jìn)行的。如果沒(méi)有，請(qǐng)說(shuō)明原因。 Did you measure the effectiveness of your advertising and promotion? If yes, please describe how you did this. If no, please `ment as to why?沒(méi)有有139. 貴公司是否建立客戶資料的數(shù)據(jù)庫(kù)？如果有，請(qǐng)說(shuō)明是使用哪一種數(shù)據(jù)庫(kù)軟件。Do you maintain a database of your customers’ names and addresses? If yes, what database software do you use?沒(méi)有有140. 如果貴公司建有客戶數(shù)據(jù)庫(kù)，在進(jìn)行營(yíng)銷活動(dòng)時(shí),是否會(huì)定期訪問(wèn)客戶？如果是，請(qǐng)說(shuō)明貴公司是如何做的，以及它的周期。 If you do have a customer database, do you factor in regular customer contact into your marketing activities? If yes, please provide details of how you do this and the frequency.沒(méi)有有技術(shù)、運(yùn)營(yíng)與知識(shí)戰(zhàn)略TECHNOLOGY, OPERATING AND KNOWLEDGE STRATEGY本部份的 SNAQ涵蓋了貴公司管理運(yùn)作的三個(gè)非常重要的方面：技術(shù)、運(yùn)營(yíng)與知識(shí)戰(zhàn)略。所獲得的信息將用于經(jīng)營(yíng)業(yè)績(jī)改善項(xiàng)目的模塊六。This sec