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| 论文编号： | 4937 | |
| 作者编号： | 2220110620 | |
| 上传时间： | 2012/12/27 10:42:17 | |
| 中文题目： | 思科系统（中国）网络有限公司销售模式研究 | |
| 英文题目： | A Research on Sales Model of Cisco System (China) Networking Co., Ltd | |
| 指导老师： | 林润辉 | |
| 中文关键字： | 思科公司 销售模式 客户导向 合作伙伴导向 | |
| 英文关键字： | Cisco sales model C-LED P-LED | |
| 中文摘要： | 在美国著名IT期刊《Network Computing》创刊十周年之际，其评出了二十世纪九十年代最有效的公司，而思科公司位列榜首。思科创立于1984年，与众多历史更悠久的美国企业相比，也许只是一只初生牛犊，但却一度成为全美市场资产总额排名首位的公司,它似乎总能先人一步觅得商机。1997年思科首次打入《财富》500强排行榜,高额的利润和投资回报使它在初次亮相时就跃居信息业第五位,这种殊荣从前只有微软和英特尔享有过。现在思科更是位居《财富》500强市值排名第24位。众多荣誉的背后，是公司高效的运作模式与数代思科人坚持不懈的努力。文本从多个角度阐述并分析思科的销售模式。其中包括以客户需求与服务为导向的销售战略，以及针对于大客户群的客户导向(C-LED)销售模式与基于合作伙伴的合作伙伴导向(P-LED)的销售模式。并且对思科销售模式的特点、优点、弊端进行分析,争对弊端提出建议。最终对思科未来技术和市场发展趋势进行了展望。希望通过本文的阐述和分析能使大家对思科的销售模式有一个清晰的认知。其中包含的实践内容和经验分析希望可以给予大家一定的参考和借鉴。 | |
| 英文摘要： | When the famous American IT journal called "Network Computing" celebrated its tenth anniversary, it pointed out the most efficient companies in the 1990s. Without question, our company, Cisco Systems, Inc., was in the first place. As an employee of Cisco, I feel really proud. As we all know, Cisco Systems was founded in 1984, compared with many other American companies with long history, Cisco maybe a completely young guy. However, our company has once become in the first place of the U.S. total market assets ranking. And it seems that Cisco has the ability to forecast the commercial opportunities. In 1997, Cisco entered into the Fortune 500 list for the first time. And the high return rate on profit and investment made that it ranked fifth in the information industry, which only Microsoft and Intel has once enjoyed. Nowadays, Cisco ranks the 24 of the Fortune 500 list. It is the great effort made by the several generations of Cisco people and the highly efficient operation that bring about so many honors. The text is described and analyzed Cisco's sales model from multiple respect. It includes the following aspects: the sales strategy focusing on the custom demand and service; the sales model called "C-LED" concentrating on large custom bases; the sales model called "P-LED" based on partners. And analyze the characteristics, advantages, and drawbacks of Cisco's sales model contention to make recommendations of the drawbacks. Finally, imagine Cisco's future technology and market trends. Hope that through this article are described and analyzed enable all of us have a clear understanding of Cisco's sales model. Contains practical content and experience can give you some reference. | |
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