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[策划书样例]成都小灵通市场营销策划书 ...
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[策划书样例]成都小灵通市场营销策划书
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发表于 2006-7-27 18:06:43
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<p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><strong><span style="FONT-SIZE: 9pt; COLOR: #ff9900; LINE-HEIGHT: 160%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana;">成都小灵通市场
营销
策划书</span></strong><strong><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #ff9900; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-bidi-font-family: 宋体;"><p></p></span></strong></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><strong><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #ff9900; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-bidi-font-family: 宋体;"><p> </p></span></strong></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">一.</font></span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
</span><font face="宋体"><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;">成都小灵通市场营销的意义及制定本企划的目的</span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"><p></p></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> 1. </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">成都小灵通(</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
AS</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">)市场营销的意义:</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
<p></p></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> </span><font face="宋体"><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;">之所以将这一条列于篇首专门论述,是想突出明确这样一个观点:成都小灵通的市场营销绝不仅仅是成都电信的一个普通项目的市场营销。</span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"><p></p></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> </span><font face="宋体"><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;">因为,较之公司的其它项目,其市场营销对于公司具有特殊的意义和影响。主要表现在:</span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"><p></p></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">(</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">1</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">)</font></span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
</span><font face="宋体"><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;">小灵通是成都电信与移动、联通争夺成都地区市场份额的有效竞争手段。</span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"><p></p></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> </span><font face="宋体"><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;">成都是全国四大通信市场之一,竞争环境极为激烈,目前全国的所有电信运营商均在成都开办业务,电信市场已经全面放开。在小灵通开通之前,成都电信一直处于被动防守的局面,有了小灵通之后,成都电信不但有了与移动、联通争夺成都地区市场份额的有效竞争手段,而且还可以为有线能力暂时不能达到地区的用户提供中国电信的贴心服务。</span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"><p></p></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">(</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">2</span><font face="宋体"><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;">)小灵通市场的推广符合成都电信“抓住中端用户、带动低端用户、争夺高端用户”的营销策略。</span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"><p></p></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">这个营销策略首先符合了成电对目标客户群的定位;其次中端用户多为小灵通、</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">GSM</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">手机的双机用户,有</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">GSM</span><font face="宋体"><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;">作为小灵通手机的辅助和补充,对小灵通网络运行质量要求相对较低;另外,也是最关键的一点,中端用户为移动通信带来的收入占总收入的一半以上,移动运营商不容易推出较低的资费打价格战。</span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"><p></p></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> 2</span><font face="宋体"><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;">.制定本计划的目的</span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"><p></p></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> </span><font face="宋体"><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;">成都市小灵通市场营销的上述重要意义,要求我们必须对此有较为清醒的认识,把它作为重点项目来抓。应该看到这是一个涉及到产、供、销各部门各环节相互配合的综合性工作,有赖于正确的调度协调,有赖于各方面的积极协作。制订本计划就是想求得公司各级领导的重视和支持以及各部门各环节的共识,明确面对这项工作,我们所应该采取的策略和具体措施,以便于统一思想,协调行动,共同完成好这项具有重要意义的工作。</span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"><p></p></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">二.</font></span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
</span><font face="宋体"><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;">当前营销状况分析</span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"><p></p></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> </span><font face="宋体"><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;">分析当前的营销状况,有助于我们对当前的市场状况、产品状况、竞争状况及宏观环境,有一个清醒的认识,为制订相应的营销策略,采取正确的营销手段提供依据和参考。</span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"><p></p></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> 1. </span><font face="宋体"><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;">竞争状况分析:</span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"><p></p></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">(</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">1</span><font face="宋体"><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;">)竞争产品分析</span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"><p></p></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">小灵通以其低廉的价格优势迅速提高了电信市场占有率,对成都移动和联通的市场占有构成强烈冲击,使移动与连通近期系列动作:</font></span><chsdate wst="on" isrocdate="False" islunardate="False" day="17" month="11" year="2006"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">11 </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">月</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> 1</span></chsdate><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">7 </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">日,四川移动大众卡新版强势登陆,次日(即</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> 18 </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">日),联通推出“风行卡超越版”跟进,均为月租</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> 23 </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">元包接听所有来电,主叫网内</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> 0.2 </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">元</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> / </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">分钟,主叫网外</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> 0.3 </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">元</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> / </span><font face="宋体"><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;">分钟。这两种卡将“准单向收费”又向前推进了一步,对小灵通发展构成强势威胁。现将大众卡、风行卡、小灵通的资费及功能等比较如下:</span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana;"><p></p></span></font></p><p align="center" style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%; TEXT-ALIGN: center;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"><shapetype id="_x0000_t75" stroked="f" filled="f" path="m@4@5l@4@11@9@11@9@5xe" opreferrelative="t" ospt="75" coordsize="21600,21600"><stroke joinstyle="miter"></stroke><formulas><f eqn="if lineDrawn pixelLineWidth 0"></f><f eqn="sum @0 1 0"></f><f eqn="sum 0 0 @1"></f><f eqn="prod @2 1 2"></f><f eqn="prod @3 21600 pixelWidth"></f><f eqn="prod @3 21600 pixelHeight"></f><f eqn="sum @0 0 1"></f><f eqn="prod @6 1 2"></f><f eqn="prod @7 21600 pixelWidth"></f><f eqn="sum @8 21600 0"></f><f eqn="prod @7 21600 pixelHeight"></f><f eqn="sum @10 21600 0"></f></formulas><path oconnecttype="rect" gradientshapeok="t" oextrusionok="f"></path><lock aspectratio="t" vext="edit"></lock></shapetype><shape id="_x0000_i1025" alt="" type="#_x0000_t75" style="WIDTH: 350.25pt; HEIGHT: 251.25pt;"><imagedata ohref="http://www.jgy.gx.cn/mjx/uploadfile/20051016232740205.jpg" src="file:///C:\\DOCUME~1\\xchy\\LOCALS~1\\Temp\\msohtml1\\01\\clip_image001.jpg"><font face="宋体"></font></imagedata></shape></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana;"><p></p></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">比较上表后可发现,新版大众卡和风行卡均为月租</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> 23 </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">元,直逼小灵通的月租</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> 20 </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">元。风行卡还可全国漫游,大众卡虽然和小灵通一样,只能在大成都(即</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> 20 </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">个区县市)范围内用,但大众卡的号段是</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> 138 </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">,其网络质量勿庸质疑,这比起小灵通的信号不好的口碑来,可是一大优势。还有比较重要的短信功能,</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">.</span><font face="宋体"><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;">小灵通只能在电信网内发,即只能发给小灵通或电信座机,还必须受到终端支持的限制。</span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"><p></p></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">(</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">2</span><font face="宋体"><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;">)竞争对手的传播进攻手段:</span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"><p></p></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">预计竞争产品在其将小灵通做为真正的对手后,还会采取更进一步的传播进攻手段。</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
<p></p></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> A. </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">利用</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">GSM GPRS,CDMA 1X</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">技术来攻击</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
HS</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">技术的落后,例如使用范围的对比,享受的增值服务对比,接通率对比等。</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
<br/>B. </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">利用</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">GSM GPRS,CDMA 1X</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">产品目前是市场热点的优势,通过对</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">"</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">大</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">"</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">和</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">"</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">超</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">"</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">的炒作,让公众冷落</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">"</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">小灵通</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">"</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">。</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
<br/>C. </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">把两种产品资费降到一定程度,来混淆</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">"</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">小灵通</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">"</span><font face="宋体"><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;">的资费优势。</span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"><p></p></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">(</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">3</span><font face="宋体"><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;">)竞争对手的营销进攻手段</span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"><p></p></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> A. </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">利用传统渠道封杀小灵通,移动是销售商最大利益的提供者,而联通拥有</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">CDMA</span><font face="宋体"><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;">,都可以以此要挟销售商。</span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"><p></p></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> B. </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">做话务量的争夺战。当对手真正认识到小灵通的本质,它永远不可能取代</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">"</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">移动电话</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">"</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">,不会对</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">GSM</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">的用户数产生威胁时,就会停止对</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">"</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">大</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">"</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">和</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">"</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">超</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">"</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">的推广。专心致至的来做增加客户使用</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">GSM</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">量的工作,其工作核心只有两点:</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">"</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">让使用</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">GSM</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">的客户只使用</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">GSM</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">,让使用</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">GSM</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">的客户使用更多的</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">GSM</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">产品</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">"</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">。预计对手认识到这一点的速度会很快,因为他们会发现自的</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">"</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">大</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">"</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">或</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">"</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">超</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">"</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">只吸引自己的老客户,本质上不能扼制</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">"</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">小灵通</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">"</span><font face="宋体"><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;">的用户增长。</span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"><p></p></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> C. </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">其他手段,比如移动目前已经将移动手机转移</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">"</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">小灵通</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">"</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">的呼叫转移费用调至</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">0</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">。</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">20</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">元</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">/</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">分钟。这限制了客户将</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">GSM</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">网络和</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
HS</span><font face="宋体"><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;">的搭配使用。</span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"><p></p></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">综合对手对</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">"</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">小灵通</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">"</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">的有效竞争策略,为以下三点:</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
<p></p></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">a</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">、</font></span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">告诉公众</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">PHS</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">技术落后性,公开挑明技术缺陷;</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
<br/>b</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">、</font></span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">推出系列鼓励客户使用</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">GSM GPRS,CDMA 1X</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">网络的营销手段,如促销、广告、基本通话和增值服务的捆绑。让客户习惯使用</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">GSM</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">。</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
<br/>c</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">、</font></span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
</span><font face="宋体"><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;">为小灵通设置障碍,如渠道封杀设置销售障碍,呼叫转移限制设置使用障碍。</span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"><p></p></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> 2.</span><font face="宋体"><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;">产品状况:(“小灵通”分析)</span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"><p></p></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">(</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">1</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">)</font></span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">产品分析</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">:<p></p></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">A. </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">在众多特性之中,唯有资费是唯一能成为卖点,同样的通话情况,小灵通节省更多。</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"><br/>B. </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">根据公众的生活习惯,</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">"</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">小灵通</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">"</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">无法取代</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">GSM</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">,只能和</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">GSM</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">产品配合使用</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">.<br/>C. PHS</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">技术具有先进的数据传输功能,在目前终端无法配合的情况下,如果能开出</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">"</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">小灵通</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">"</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">和普通</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">PC</span><font face="宋体"><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;">相连上网的功能,有利于改变小灵通在公众面前技术落后的形象。</span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"><p></p></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">(</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">2</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">)</font></span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
</span><font face="宋体"><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;">技术支撑</span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"><p></p></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">实现丰富的业务需要有强大的、开放的增值业务平台作为支持,作为国内最大的小灵通设备制造商</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">UT</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">斯达康公司在</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">VAS</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">产品设计的时候,广泛地借鉴了业界主要的无线上网浏览技术,结合小灵通本身独特的技术特性,以</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">UT</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">斯达康多年在无线网络,增值业务平台,高端手机方面的研发经验,开发出了独特的</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">VAS</span><font face="宋体"><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;">系统,为消费者提供了端到端的无线上网解决方案。</span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"><p></p></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> 3</span><font face="宋体"><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;">.目标客户分析:</span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"><p></p></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">由于移动联通连续的价格战,提前挖掘了潜在客户储备,每年度完全的新增客户的量非常小,再根据小灵通的产品特性,准确的小灵通主要目标客户群定位如下</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">:<p></p></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">“</font></span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">在城市内生活工作的</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">GSM</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">网络现有客户”</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
<p></p></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">根据客户的职业特性,小灵通的目标客户可以划分出几个群体出来:</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
<p></p></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">(</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">1</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">)</font></span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">公费客户:</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
<p></p></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">即行政、事业单位或大中型企业享受一定费用报销的群体,特征如下:</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
<p></p></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">A</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">、</font></span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">单位报销额远低于实际手机费额,自己每月至少承担</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">50</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">元以上手机费用。</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
<br/>B</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">、</font></span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">单位可能为其解决部分或全部小灵通手机购买费用。</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
<br/>C</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">、</font></span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">都是单位的中高层人员。</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
<br/>D</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">、</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> 80%</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">的工作、生活事务在城内完成。</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
<p></p></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">(</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">2</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">)个体工商业主:</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
<p></p></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;"> </span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">这部分客户大部分话务都为工作支出,但自己承担费用,特征如下:</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
<p></p></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; LINE-HEIGHT: 160%;"><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">A</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">、</font></span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">业务范围仅在城市内。</font></span><span lang="EN-US" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
<br/>B</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">、</font></span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; FONT-FAMILY: Verdana; mso-fareast-language: ZH;">
</span><span lang="ZH" style="FONT-SIZE: 9pt; COLOR: #333333; LINE-HEIGHT: 160%; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana; mso-fareast-language: ZH;"><font face="宋体">为工作会产生大量的通话。如互通商情、客户联系等。</font>
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