管理学基础英语教材PPTChapter 11.pptx

;Chapter 11; 1. In context of the above case, in terms of big and small customers, which group is more important? 2. What will you do to treat your small customers as treating the big ones?;Text A ;The Aims of this Article;Sales V.S Marketing;Contrasts in Thinking;A Common Dilemma;Job of the Marketing Executive;Marketing Executive is An Expert in Demand Stimulation ;Marketing Executive is An Expert in Demand Management;Marketing Executive is Effective at Systems Management;Auditing Effectiveness;Customer Philosophy;Integrated marketing organization;Adequate Information;Strategy and Operations;Improving Poor Performance;Conclusion;Notes;Notes;Notes;Related Theories;Related Theories;Related Theories;Related Theories;Related Theories;Related Theories;Text B ; What did Coca-Cola realize during the process of its trying to reach out to their customers? In Coca-Cola’s new CRM system, what did “the speed of delivery” refer to? According to the text, why Coca-Cola decided to rely upon SalesForce? From this case, what did you learn about handling customer relationship? ;Text C ; 1. What are the five forces developed by Michael Porter? 2. What is Huawei’s “dual-channel” strategy? And what is the effect of the strategy?