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4、z Integration Branding & Identity外化于形外化于形文化形成文化形成文化宣贯文化宣贯文化执行文化执行对内渗透对内渗透(培训学院)(培训学院)对外辅射对外辅射(学院客人)(学院客人)SupplierSupplierSupplierstockholderEmployeesOn-lineOff-lineSCMERPIPSEIP/KMS/GWIRM/RMS/PRMWebSiteCRM/CPPartnersSCM/IPSDW/CRMCustomerStockholderSuppliereCompanyIRM/RISGW/KMSERP/EIPEnterprise CR
5、MeCRMData Warehousing/IntegrationWeb LogDataData BaseTransactionData CustomerProfileService Sales CRMCRMData Warehousing/IntegrationSMSChannelWeb FAXChanneleMailChannelWeb SiteChannelPost channelConsumerInvestorPurchaser AnalystThe pressClubMarketing Customer Interaction PlatformsInteraction Managem
6、ent Infrastructuree-CRME-MailE-MailEDMSEDMSGWGWKMSKMS2( )ERP1 ( )CRMSCME-PlanningE-PlanningPlanning & PublicSupporting TeamPresident & CEO CS team Biz 1 team Biz 2 team Biz 3 team Sales 1 team Sales 2 team SI System team SI Develop team Sales 1 team Sales 2 team Automation team Network team
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14、tTextCustomerClientsDistributorsCompetitorsSuppliersSkillsSharedvaluesStrategyStaffStructureSystemsStyleA coherent set ofactions aimed at gaining a sustainable advantageover competition The organization chart andaccompanying baggage that showwho reports to whom and how tasks are both divided up and
15、integrated The people in the organization,considered interms of corporatedemographics, notindividual personalities The way managers collectively behave with respect to use of time, attention and symbolic actions The processes and proceduresthrough which things get donefrom day-to-dayThose ideas of w
16、hat is rightand desirable (in corporateand/or individual behavior)which are typical of theorganization and commonto most of its members Capabilitiespossessed bythe organizationas a whole asdistinct fromthe individuals.Some companiesperform extraordinaryfeats with ordinary peopleSelling margin Contri
17、butionSalesSelling rateSalesAvailable selling time EffectivenessContribution Available selling time Productivity ContributionTotal selling costsAvailable selling timeTotal selling costsEfficiencyUtilizationAvailable selling timeTotal sales time Support intensitySupport costsTotal selling costsSuppor
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19、mercial ProductionMarketing ManagerDimitri PanayatapolousSchool Program GroupNurses for School ProgramRandall BeardMarketing DirectorKen DoiMarketing DirectorRobin OxendineMarketing ManagerPeter FoystonMarketing ManagerLaundryHaircareToothpaste/SoapSkincare/PaperVacantGeneral ManagerBrad CasperGeneral Manager*VacantGeneral ManagerVirginia LeeVice President*Marketing OrganizationCompetitive ModelsMarket ResultsFeasible Scenarios India China PhilippinesSuccess RequirementsBacardiStrategyAsia WhiskyOpportunityAssessmentMarketArchetypeModel Sizing PricingBacardiStrategy OverlapDetermin
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