發(fā)布時(shí)間：2018-01-01 06:21

  本文關(guān)鍵詞：L公司高端手機(jī)營(yíng)銷(xiāo)策略研究　出處：《北京交通大學(xué)》2014年碩士論文　論文類(lèi)型：學(xué)位論文

  更多相關(guān)文章： 移動(dòng)終端 電信運(yùn)營(yíng)商 全國(guó)性代理商 營(yíng)銷(xiāo)策略

【摘要】：L公司是中國(guó)某電信運(yùn)營(yíng)商集團(tuán)公司旗下負(fù)責(zé)定制通信終端及業(yè)務(wù)的采購(gòu)、銷(xiāo)售與服務(wù)的全資子公司,主營(yíng)終端為移動(dòng)通信類(lèi)產(chǎn)品,該公司成立于2005年7月。由于具有特殊的電信運(yùn)營(yíng)商背景,L公司一方面要服務(wù)于母公司,輔助母公司的戰(zhàn)略發(fā)展；另一方面專(zhuān)注于移動(dòng)通信產(chǎn)品的營(yíng)銷(xiāo)服務(wù),是蘋(píng)果、三星、諾基亞、摩托羅拉、華為、中興、酷派等諸多手機(jī)制造商的合作伙伴,在國(guó)內(nèi)手機(jī)分銷(xiāo)領(lǐng)域中占有特殊的地位,是WCDMA終端分銷(xiāo)領(lǐng)域最重要的分銷(xiāo)商之一。 由于移動(dòng)終端產(chǎn)品和其他產(chǎn)品的差異,造成了目前手機(jī)市場(chǎng)的分銷(xiāo)渠道復(fù)雜而獨(dú)特的情況：渠道模式多樣化,格局趨于復(fù)雜；種類(lèi)繁多的品牌和型號(hào),創(chuàng)新的速度快,生命周期逐漸縮短,市場(chǎng)形勢(shì)變化快,需要對(duì)市場(chǎng)作出快速反應(yīng)。 從具體內(nèi)容來(lái)看,本文介紹了手機(jī)營(yíng)銷(xiāo)的相關(guān)概念,利用波特五力模型和SWOT分析模型對(duì)于L公司面臨的內(nèi)外環(huán)境以及機(jī)遇挑戰(zhàn)進(jìn)行了詳細(xì)的分析,隨后在選定具體產(chǎn)品和列舉大量數(shù)據(jù)的基礎(chǔ)上對(duì)L公司產(chǎn)品上市前期和上市后的策略進(jìn)行研究,并用銷(xiāo)售數(shù)據(jù)印證營(yíng)銷(xiāo)策略的正確與否,從而總結(jié)出在產(chǎn)品選擇、銷(xiāo)售目標(biāo)規(guī)劃、生命周期規(guī)劃、渠道規(guī)劃以及促銷(xiāo)活動(dòng)等方面需要注意和改進(jìn)的問(wèn)題。 綜上所述,本文運(yùn)用比較分析、理論研究與實(shí)踐相結(jié)合等方法,列舉大量數(shù)據(jù)進(jìn)行該公司銷(xiāo)售策略的分析,將結(jié)果與預(yù)期相比較,總結(jié)出高端手機(jī)銷(xiāo)售中存在的問(wèn)題,從而給管理者以決策上的支持。同時(shí),對(duì)其他同類(lèi)手機(jī)分銷(xiāo)企業(yè)提供策略上的參考。
[Abstract]:Company L is a wholly owned subsidiary of a telecom operator group company in China responsible for the purchase, sale and service of custom-made communication terminals and services. The main terminals are mobile communications products. The company was founded in July 2005. Due to its special telecom operator background, the company needs to serve the parent company on the one hand and assist the strategic development of the parent company; On the other hand, focusing on mobile communications products marketing services, is Apple, Samsung, Nokia, Motorola, Huawei, ZTE, Cool Pai and many other mobile phone manufacturers partners. It is one of the most important distributors in the field of WCDMA terminal distribution. Because of the difference between mobile terminal products and other products, the distribution channel of mobile phone market is complex and unique: the channel mode is diversified, the pattern tends to be complex; A wide variety of brands and models, the speed of innovation, life cycle gradually shortened, market situation changes quickly, need to make a rapid response to the market. From the specific content, this paper introduces the relevant concepts of mobile phone marketing, using Porter five Force Model and SWOT analysis model to analyze the internal and external environment and opportunities and challenges faced by L Company in detail. Then on the basis of selecting specific products and enumerating a large number of data, this paper studies the pre-market and post-market strategies of L Company's products, and proves the correctness of marketing strategies with sales data. The problems need attention and improvement in product selection, sales target planning, life cycle planning, channel planning and promotion activities are summarized. To sum up, this paper uses the methods of comparative analysis, theoretical research and practice, enumerates a large number of data to analyze the company's sales strategy, and compares the results with expectations. The problems in high-end mobile phone sales are summarized in order to give decision support to managers. At the same time, it provides a strategic reference for other similar mobile phone distribution enterprises.
【學(xué)位授予單位】：北京交通大學(xué)
【學(xué)位級(jí)別】：碩士
【學(xué)位授予年份】：2014
【分類(lèi)號(hào)】：F274;F426.63

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