This paper , divided into 5 parts . first , analyses the refrigerator marketing environment in practice , and then , together with the marketing chance and threat , analyses the advantages and disadvantages of liaoning branch of kelon company by getting the first - hand materials from the research of customers in shenyang refrigerator market . finally , on the base of the research results , according to the delicate marketing idea , by the needs of differentiation , gives some specific and operational strategy suggestions 本文共分为五部分，从实证的角度分析了冰箱行业营销环境，通过对沈阳电冰箱区域市场消费者的调研获取一手资料后，结合行业存在的机会与威胁，分析了科龙辽宁分公司面临的优势和劣势，并根据调研分析结果，按照精细化营销理念，从差异化着手，提出了具体的、可操作的策略性建议。
How should the foreign capital insurers reach the extensively social expectation about foreign capital insurer in the market , and surround the research and analyses of solution of this problem through the integration of advantage and disadvantage , crystallize economic and technical chance & menace about group insurance , motivated strategic key executor ' s foundation - oriented of individual values , as above solution had been became the investigative inducement of this paper directly 处于区域市场的外资寿险公司如何通过整合公司的优势和劣势,明确团体保险经济和技术上的机会与威胁,在调动战略关键实施者的个人价值导向的基础上,达到市场上对于外资保险广泛的社会期望呢?对围绕这一问题的解决方法进行探索与分析也就成为了本文研究的直接动机。
The analysis includes the following aspects : currently there has been changes over users " needs ; speed of increase for the market begins to slow down ; international manufacturers have strengthened the expansion of the market ; overseas pc tycoons have strengthened the expansion of the chinese market in succession ; the status of regional market becomes more important ; adjustment becomes the unanimous choice for all large manufacturers ; service turns into the focal point of competition ; digitalization of family becomes new drive for household pc , and experience has been the new selling point , etc . in the second section ? the transformation of traditional pc channel in domestic , the following aspects are analyzed : the appearance of marketing channel levels ; stream splitting of marketing channel members ; flat mode represented by regional channel , and the trend of recombination , etc . it is demonstrated that today the value of traditional channel has fallen to pieces 本文在正文的第一部分pc销售渠道现状首先在第一节分析了国内pc市场现状，包括目前用户需求转变，市场增长速度放缓；国际厂商加大拓展市场的力度，国外pc巨头纷纷加大了开拓中国市场的力度；市场格局稳中有变，品牌集中度降低，地方品牌有所提升；区域市场地位变得更加重要；调整成为各大厂商一致的选择；服务成为竞争焦点；家庭数字化成为家用pc新驱动力，体验成为新卖点等。在第二节国内pc传统渠道的演变中分析了销售渠道层级的出现、销售渠道成员的分流、区域渠道为代表的扁平化模式和销售渠道的复合化趋势等内容。
This thesis , riveting on the market development of frame relay in nanjing , starting by analyzing nanjing market and the competition in it , describes in detail the market investigation always overlooked in marketing activities , so that the product orientation and marketing strategies are decided , of them the ca evaluation commission is a new marketing trial , and ends with regional market management the author says the core of marketing is not the implementation of marketing strategies , but the beforehand preparation 本文以该技术在南京市场的营销开发为切入点，从分析南京市场状况及竞争对手入手，对平时营销活动中易被忽略的市场调研给与了详细的描述，从而确定了企业产品的市场定位及营销策略，其中的ca认证机构是一种新的营销尝试，最后以区域市场管理结束。笔者认为，营销策略的实施并非营销的核心，实施前的充分理论准备，才是营销的关键所在。
The article also makes a comprehensive evolution about the brand traits of famous international cosmetics as well as their marketing strategies and gives suggestions for domestic enterprises to improve their marketing . it also put forward the following points for solving the problems : ( 1 ) making full use of self - superiority and having a clear understanding about self - resources ; ( 2 ) making correct competition position . regional market choosing and market segmentation are crucial for taking market opportunities ; ( 3 ) choosing right orientation for the r & d ; ( 4 ) making objective and timely self - evolution ; ( 5 ) the manager of cosmetics enterprises must change the old sense and have a right viewpoint and fairly good capabilities , implementing scientific human resources management and establishing enterprise culture ; ( 6 ) implementing marketing and brand management 本文对世界名牌化妆品及其营销状况进行了综合分析评价，总结出提高我国化妆品营销水平的途径： ( 1 )国内化妆品企业应发挥自身优势，正确认识自身资源； ( 2 )正确确定企业的竞争定位，明确界定企业的进入领域，实施市场细分和区域市场选择策略，并以此获得市场机会； ( 3 )以科学的态度开发产品，树立正确的产品研发方向； ( 4 )正确、及时地评估自己； ( 5 )化妆品企业经营者应改变经营观念并具备较高的素质，对企业进行科学的人力资源管理和企业文化建设； ( 6 )实施正确的营销管理和品牌管理策略。
Responsible to achieve the area sales target ; assist to make sales strategy for projects and spare parts , developing new customers and new market ; collecting , tracking and analysis the project information , responsible for project bidding and commercial negotiation ; visiting major customers on a regular basis , understand customer requirement ; dealing with customer feedback and complaint , building strong long - term relationship to continue improving customer satisfaction 负责区域销售计划的实施及完成；协助公司总部制定区域市场项目与备件的销售策略，积极进行市场开拓，扩大公司市场占有率，促进公司及产品品牌的提升；进行重大销售项目的搜集、跟踪、分析，负责重要项目的投标工作及谈判；负责定期拜访本区域的重要客户，随时了解客户要求；及时处理客户异议和投诉，以提高客户满意度，建立长期、良好、稳固的区域客户关系。
Hunan is not only a drunkard who nurture such liquor " genius " , but more importantly : here is 10 : 04 , liuyang river the most successful example of the market ; small confused cents , the jiannan , the wine liquor gangsters , the world had a barrel was in hunan , the hunan them or fame , or in lake south score some achievements ; hunan is now the top three luzhou laojiao group of the regional market , luzhou laojiao its unique " pack tactics " make good " exercise , " a lot ; now such as ica , zhijiang these vanguard of the country are also in hunan have cloth ; province strong enterprise the liquor is hua ze xiang pits large groups flourish under the tree gradually 湖南不仅曾经孕育出了酒鬼这样的酒业“怪杰” ，更重要的：这里是金六福、浏阳河最成功的样板市场；小糊涂仙、金剑南、酒中酒霸、一桶天下曾经都在湖南叱咤风云，他们或在湖南一举成名、或在湖南成就一番事业；现在湖南又是泸州老窖集团排在前三位的区域市场，泸州老窖把其特有的“群狼战术”好好地“演练”了一番；如今诸如郎酒、枝江这些全国化的急先锋们也都在湖南有布点；省内强势企业湘窖酒业正在华泽集团的大树下逐渐茁壮。
To take full advantage of corporate data collected in territory management and give full play to their value , the author also adopted some management accounting tools in this article to probe into these data more deeply . for example , the author adopted the multivariable linear regression method to forecast sales and the principal component analysis method to assess territory market , etc 为了对区域管理获得的公司数据资源进行充分合理的利用，使之发挥最大价值为公司所用，在本文中作者还运用了一些管理统计工具对这些数据进行了更深入的挖掘，如用多元线性回归方法进行销售预测、用主成分分析方法对区域市场进行评估等。
Marketing strategy suitable for the actual condition in the enterprise is laid down in order to guide the actual operation . conclusions are as following : 1 . sdscp should accept focus competitive strategy to provide the best services for the big wall decorating companies in target markets 通过研究，山东七色板业有限公司应采取下列的市场营销战略：山东七色板业有限公司应采取目标集聚的竞争战略，集中资源和能力于重点区域市场，为在这一区域内较有影响力的大型幕墙设计装饰公司提供优质的专业化服务。
Arranging a sequence to the market - orientating degrees of provinces , autonomous regions & municipalities directly , under the central government & then analyzing differently ; arranging a sequence to the evaluating indexes of the market - orientating degrees & then analyzing ; estimating the actual market - orientating levels of different provinces , autonomous regions & municipalities directly under the central government 对各省、自治区、直辖市市场化程度进行了排序和分组分析，对区域市场化程度评价指标进行了排序分析，对各省、自治区、直辖市农村经济市场化实际水平进行了估算。
