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1、大客戶營銷策略及優(yōu)化方案53目錄一、引言·················································５二、公司背景分析··········································６（一）內(nèi)部環(huán)境分析·····································６1、資源分析·······································６2、競爭力分析·····································8（二）外部環(huán)境分析···········
2、·························111、總體環(huán)境分析：PEST環(huán)境分析····················112、行業(yè)環(huán)境分析：波特五力模53型····················13（三）對公司的SWOT分析······························151、優(yōu)勢（strengths）·······························152、劣勢（weaknesses）······························153、機會（opportunities）··············
3、·············154、挑戰(zhàn)（threates）································15三、大客戶營銷—穩(wěn)住大客戶······························16（一）大客戶市場的背景分析···························161、VIP客戶綠色通道方案實施背景53·················16（1）外部因素································16（2）內(nèi)部因素································182、SF公司解決方
4、案分析····························19（1）現(xiàn)時公司客戶維護與管理存在的問題············20（2）具體的VIP客戶服務·························20（3）VIP個性化服務·····························21（二）解決方案中的優(yōu)化·······························221、方案中的不足之處······························22532、提出的優(yōu)化方案································22
5、四、大客戶營銷—拓展淘寶市場新客戶·······················25（一）淘寶市場的背景分析·····························25（二）淘寶市場與物流行業(yè)的關(guān)系·······················26(三)SF公司在淘寶市場的競爭力分析···················281、網(wǎng)點分布·····································292、價格·········································293、服務···················
6、······················29（四）、對淘寶新客戶的市場定53位·······················31（五）爭奪網(wǎng)購市場方案設(shè)計——以淘寶為例·············321、實施的目的分析·······························332、實施的策略···································34（1）、折扣策略·····························35（2）、增值服務·····························353、方案可行性分析·····
7、··························39（1）、網(wǎng)點可行性分析······················39（2）、資源可行性分析······················4153（3）、戰(zhàn)略可行性分析······················43五、結(jié)束語··············································49六、附件················································5053一、引言從改革開放以來，中國與國外的經(jīng)濟交流日益緊密，隨之帶來的中國經(jīng)
8、濟的高速發(fā)展。同時，隨著因特網(wǎng)在世界各個角落的不斷普及，促進了電子商務的產(chǎn)生以及不斷地發(fā)展。在
