[原创]企业赢利模式设计50问（一）
<span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;"><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 20pt; TEXT-ALIGN: center; mso-line-height-rule: exactly;"><b style="mso-bidi-font-weight: normal;"><span style="FONT-SIZE: 22pt; FONT-FAMILY: 宋体;">企业赢利模式设计<span lang="EN-US">50</span>问（一）</span></b><span lang="EN-US" style="FONT-SIZE: 5pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;"><p></p></span></p></span><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">1</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、本企业的性质、所属行业等企业基本情况如何？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">2</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、本企业的<span lang="EN-US">SWOT</span>（<span lang="EN-US">S</span>代表<span lang="EN-US">Strength</span>，优势；<span lang="EN-US">W</span>代表<span lang="EN-US">Weakness</span>，劣势；<span lang="EN-US">O</span>代表<span lang="EN-US">Opportunity,</span>机会；<span lang="EN-US">T</span>代表<span lang="EN-US">Threat</span>，威胁或对手）分析情况如何？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">3</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、本企业的核心能力是什么？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">4</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、本企业目前是赢利还是亏损？如赢利，是机会型赢利还是战略型赢利？如亏损，分析现有赢利模式的缺陷。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">5</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、现有的赢利模式是什么？过去的赢利模式是什么？将来的赢利模式又将是什么？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">6</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、真正的竞争对手是谁？本行业排名第一、第二的企业赢利模式是怎样的？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">7</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、目前，老板最困惑的问题是什么？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">8</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、本企业是否利用产品加广告领先赢利模式造就过辉煌业绩？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">9</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、有一流的产品，有一流的人才，老板从早忙到晚、从年初忙到年末，就是不赚钱，本企业是否有这种现象？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">10</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、贤者居上、能者居中、工者居下、智者居侧。本企业是否按此原则梳理内部关系？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">11</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、本企业是否有明确的战略目标、战略规划、价值观和企业文化？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">12</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、本企业实现战略目标的方法是什么？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">13</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、控制手段包括品牌、行业标准、专利、版权、产品开发速度、渠道控制、价值链控制、组织学习能力、独特文化等。本企业的战略控制手段是什么？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">14</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、从品牌知名度、美誉度、忠诚度分析本企业品牌现状。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">15</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、本企业的股权结构是什么？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">16</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、本企业是家族式管理还是聘请职业经理人管理？对职业经理人的绩效与薪酬如何管理？职业经理人是否拥有股份？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">17</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、本企业有否遇到危机公关时间？如果有，是怎么处理的？是兵来将挡、水来土掩还有有章可循？老板是否经常扮演消防队长的角色？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">18</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、本企业的组织机构模型与企业规模是否和谐？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">19</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、本企业的业务构成是否分为核心业务、增长业务、种子业务？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">20</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、从人力资源管理的角度来说，留住基层员工靠“薪”；留住中层干部靠“股”；留住高层干部靠“梦”。本企业是否按此三原则管理员工？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">21</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、选择干部标准是内部提拔还是“空降兵”？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">22</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、本企业曾培养过几个自己的竞争对手？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">23</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、本企业的“一把手”属于领袖企业家型、战略管理者型还是从早忙到晚型？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">24</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、中国企业特有的现象是：老板执行力太强导致组织的执行力太弱。本企业的成功是靠老板的魅力还是靠组织的效率？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">25</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、最简单的一招练到无人能敌就是绝招。本企业的绝招是什么？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">26</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、本企业的产品或服务服务属于暴利还有微利？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">27</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、本企业的产品或服务在行业中所处的位置如何？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">28</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、本企业的产品是否采用金字塔模式、基础产品模式、速度模式获取竞争优势？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">29</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、本企业的渠道管理是经销商模式还是直销模式？<span lang="EN-US"><p></p></span></span></p> <span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;"> <p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 20pt; TEXT-ALIGN: center; mso-line-height-rule: exactly;"><b style="mso-bidi-font-weight: normal;"><span style="FONT-SIZE: 22pt; FONT-FAMILY: 宋体;">企业赢利模式设计<span lang="EN-US">50</span>问（二）</span></b></p><b style="mso-bidi-font-weight: normal;"><span style="FONT-SIZE: 22pt; FONT-FAMILY: 宋体;"></span></b><span lang="EN-US" style="FONT-SIZE: 5pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;"><p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">30</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、本企业的招商模式是找商、广告招商、拍卖式招商、倒推式招商还是其他？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">31</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、与经销商的关系是采用爱多<span lang="EN-US">VCD</span>模式、巨人脑黄金模式还是脑白金模式？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">32</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、与娃哈哈的渠道联销体相比较，本企业的渠道建设与管理有何异同？供应商之间的关系如何？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">33</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、谁是我的客户？客户的偏好是什么？客户的偏好将如何变化？面对客户偏好的变化，本企业赢利模式应作何调整？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">34</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、如何让客户首先选择我？靠什么（低价格、差异化、客户解决方案）来维持客户关系？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">35</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、<span lang="EN-US">20%</span>的客户带来<span lang="EN-US">80%</span>的赢利。本企业<span lang="EN-US">20%</span>的客户定位是谁？靠什么获取模式使之成为稳定的利润源？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">36</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、本企业赢利模式是否可以持续地为目标顾客群提供核心价值？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">37</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、本企业赢利模式中哪一个或哪几个核心要素具有比较竞争优势？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">38</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、本企业赢利模式的各要素之间是否具有比较高的协同性？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">39</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、本企业赢利模式的核心要素是否具有相对稳定性？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">40</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、本企业在新产品推广时是否先做好<span lang="EN-US">3</span>个样板市场然后再外部复制？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">41</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、本企业赢利模式是否比较难于被竞争对手模仿？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">42</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、赢利模式的设计过去首先要考虑<span lang="EN-US">3</span>个因素：实现目标，资源利用、自身能力。本企业这方面的情况如何？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">43</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、赢利模式的设计现在首先要考虑<span lang="EN-US">3</span>个因素：客户偏好、核心能力、战略控制。本企业在这些方面是怎样做的？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">44</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、本企业价值链可以在哪些方面延伸？在哪些方面收缩？是否可以考虑整合价值链并成为价值链链主？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">45</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、本企业可否垄断某些优势资源？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">46</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、本企业的无形资产有哪些？利用率如何？可否充分利用？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">47</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、本企业的有形资产有哪些？利用率如何？如何充分利用？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">48</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、如何预测客户偏好变化，迅速调整赢利模式以保持企业的核心竞争优势？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">49</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、如何打造本企业的核心竞争力？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">50</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">、适合本企业可持续发展的赢利模式是什么？</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; LINE-HEIGHT: 20pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">摘自《决胜赢利模式》<span lang="EN-US"><p></p></span></span></p><p style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 20pt; TEXT-ALIGN: center; mso-line-height-rule: exactly;"></p></p></span></span> I 服了 You <p>很好</p>
页:
[1]