馔写营销方案模式.docx

1、馔写营销方案模式SOSTAC PLANNING SYSTEM / 运用SOSOTAC系统撰写策略性营销传播策划方案Stage/步骤Section of plan/策划阶段Which answers/所解决的问题SSituation/现状Where are we now？/我们现在在哪里？OObjectives/目标Where do we want to be？/我们准备去哪里？SStrategy/策略How do we get therebroad steps？/我们如何到达那里-主要的步骤是哪些？TTactics/战术How do we get thereindividual steps？/

2、我们如何达到那里-每一个详细步骤是哪些？AAction/行动What are the specific actions required for each individual tactical step？How do we get people to do them？/每一个详细的战术步骤需要采取哪些具体行动？如何安排人力资源去完成任务？C Control/控制How do we know we have arrived？/我们如何知道是否已经到达目标？SOSTAC Stage 1: Situation Analysis (Internal) 1.1 performance, Compete

3、ncies And PoliciesSOSTAC步骤1: 现状分析（内部）1.1 业绩，竞争能力和竞争方针Key Result Area关键参数Specific area具体参数Past/present performance过去/现在的业绩参数Strength优势Weakness弱势Trend improving or 趋势，改善或.Performance 业绩Profits / 利润Sales / 销售额Markets share/ 市场份额Market segments/市场细化Positioning/ 市场定位Product portfolio/产品组成Return/trend 利润率

4、/趋势Turnover trend 营业额趋势Leader/follower 市场领导/跟随者Market spread 市场覆盖率N0.1 or No.10? 第一或第十位Single or spread 单一或系列产品Competencies竞争能力Marketing 市场营销Production 生产Financial 资金Technology 技术Human resource 人力资源Management 管理Particularly good or bad? 很差或好？Operating efficiency 生产效率Profitability 利润率Leading edge or

5、follower?领先或跟随？Skill base management? 技能管理？Policy 竞争方针Risk seeker/averse冒险/回避冒险Discontinuous/continuous 间断/连续innovations/extensions 创新/扩张SOSTAC Stage (contd.) 1: Situation Analysis (Internal) 1.2 Marketing Mix and Service mixSOSTAC步骤1（续）: 现状分析（内部）1.2 市场营销组合和服务组合Key Result Area关键参数Specific area具体参数Pa

6、st/present performance过去/现在的业绩参数Strength优势Weakness弱势Trend improving or 趋势，改善或.Marketing Mix营销组合Product 产品Price 价格Place 通路Promotion 促销 Quality 产品质量Product portfolio 产品组成Costs 成本Prices 价格Distribution penetration 分销网络建设Integrated Communication audit 整合传播审核Mix 促销组成 Positioning 促销定位Service Mix服务组合People

7、人员Processes 流程Physicals 标识系统Skill base and motivation 技能和干劲Staff turnover 人均营业额Front counter and back 全程服务流程Office processesPhysical evidence 标识物(buildings/uniforms) （建筑/制服） SOSTAC Stage (contd.) 1: Situation Analysis (Internal) 1.3 Customer Mix SOSTAC步骤1（续）: 现状分析（内部）1.3 客户组合Customers 客户分类Segments市场

8、区隔Size of segment区隔规模Potential目标市场潜力Profitability (high, medium or low)利润率（高、中、低）Distribution channels (accessible through?)铺货渠道（通过何种渠道到达市场终端？）Media (trough which target market can be reached)媒体运用（通过何种媒体传播到目标市场受众）Rank (each markets attractive-ness in terms of profitability)排序（按照各目标市场的利润率排序）Target ma

9、rket 1 目标市场1Define/specify the target market:定义/确认目标市场Target market 2 目标市场2 Define/specify the target market:定义/确认目标市场Target market 3 目标市场Define/specify the target market:定义/确认目标市场SOSTAC Stage (contd.) 1: Situation Analysis (Internal) 1.4 Customer RetentionSOSTAC步骤1: 现状分析（内部）1.4 客户维护Target market目标市

10、场Profile 工作内容Customer satisfaction Trend Current score compared to:a. previous yearsb. industry averagec. industry best d. any other industry best 客户的满意来自趋势当前客户满意程度与。比较：a. 去年b. 同行业平均水平c. 同行业最好水平d. 各行业最好水平Loyalty levels TrendCurrent score Compared to:a. previous yearsb. industry averagec. industry be

11、std. any other industry best客户的忠诚度趋势当前客户满忠诚度与。比较：a. 去年b. 同行业平均水平c. 同行业最好水平d. 各行业最好水平Intention to repurchaseTrend Current score compared to: a. previous yearsb. industry average c. industry best d. any other industry best 客户的重复购买率趋势当前客户重复购买度与。比较：a. 去年b. 同行业平均水平c. 同行业最好水平d. 各行业最好水平Pareto principleTren

12、d Becoming more dependent on few customers ( eggs in one basket/pareto principle)20/80原理趋势变得愈加依赖少数客户（把所有鸡蛋放在一个篮子里，20/80原理）Target market 1 目标市场1 Define/ specify the target market:定义/确认目标市场Target market 2 目标市场2Define/ specify the target market:定义/确认目标市场Target market3 目标市场3Define/ specify the target ma

13、rket:定义/确认目标市场SOSTAC Stage (contd.) 1: Situation Analysis (Internal) 1.5 Customer DMUs and Opinion FormersSOSTAC步骤1: 现状分析（内部）1.5 客户决策者和提议者Target market目标市场Segments市场细化DMU(Decision Making Unit)Who are the key players in the decision making unit?决策者谁是决策层中的关键人物?Access to DMUDefine how to reach the DMU接

14、触决策者(DMU)确定如何与决策者接触Opinion Formers (OF) Define OF for reach target提议者(OF)确定各市场的提议者Access to OFDefine how to reach the OF in each target marketTarget market 1 目标市场1 Define/ specify the target market:定义/确认目标市场Target market 2 目标市场2Define/ specify the target market:定义/确认目标市场Target market3 目标市场3Define/ s

15、pecify the target market:定义/确认目标市场 SOSTAC Stage (contd.) 1: Situation Analysis (External) 1.6 External Analysis of Uncontrollable VariablesSOSTAC步骤1: 现状分析（外部）1.6 市场不可控制因素的外部分析Key Result Area项目Specific area特定区域Future uncontrolled不可控制的未来因素Impact-opportunity机会的影响Impact-threat威胁的影响Step 1Near or competit

16、ive environment 步骤1近期或微观竞争环境Structure/market结构/市场Trends in market 市场的趋势Economics (micro)经济(微观方面)Power forces外来力量SOSTAC Stage 1 (contd.): Situation Analysis (Internal) 1.7 External Analysis of Uncontrollable VariablesSOSTAC步骤1 (续): 现状分析（外部）1.7 市场不可控制因素的外部分析Key Result Area项目Specific area特定区域Future unc

17、ontrolled不可控制的未来因素Impact-opportunity机会的影响Impact-threat威胁的影响Step 2Far or wide environment 步骤2远期或宏观竞争环境Sociological社会因素Technological 技术因素Economics (macro)经济因素(宏观)Political政治因素SOSTAC Stage 2: Objectives 2.1 Marketing and Developing Marketing Communications ObjectivesSOSTAC步骤2: 目标 2.1 营销和确定营销传播目标 Hierar

18、chy of objective目标金字塔组成Involves包括内容Specific items found in each type of objectives (complete this section)每一层目标包括的具体项目（完成本部分）Business 业务Over all vision and direction理念和发展方向Corporate positioning, leadership and vales (including ethics) 公司定位，领先地位和价值观（包括职业道德。）Business objectives 业务目标All departments wit

19、hin the organization组织内所有部门Survival; growth; ROL; acquisitions生存，成长，收购。Marketing objectives eg Ansoff营销目标如：Ansoff矩阵分析Market penetration市场渗透Grow sales; market; share; distribution penetration 增加销售；市场份额；铺货渠道的渗透发展Market development市场发展Enter new markets; new market segments进入新市场；进入新市场的新区隔。Product develo

20、pment产品发展Develop and launch new products; expand range开发或推出新产品；扩大产品线Diversification多元化Move into new product / services and markets生产新产品或提供新服务，开发新市场。Marketing communications objectives eg AIDA营销传播目标如，AIDAAttention 注意 Increase awareness. 增加知名度。 Interest 兴趣Liking, attitudes, preference 喜欢，态度，偏爱。Desire

21、渴望 Intentions to purchase, likelihood to 有意购买，可能购买。Action 购买Repurchase, enquiries, trial purchase 重复购买，询问，试买SOSTAC Stage 2: Objectives 2.2 Quantifying ObjectivesSOSTAC步骤2: 目标 2.2 量化目标To为了Specific aspect确定的行动Target market目标市场From从To到When何时Eg to increase awareness among ABC1 women from 20% to 30% with

22、in 12 months Eg to increase sales among ABC1 women from 15m to 16.5m within 12 months 比如，在ABC1妇女中的认知度，在12月内从20%提高到30%比如，在ABC1妇女中的销售额，在12月内从1500万增加到1650万 Objectives should have numbers and details制定目标应该有数字和具体细节Objectives should be SMART制定目标应该遵循SMART原则Specific特定Measurable可测Achievable 可达Relevant相关Timed

23、定时SOSTAC Stage 3: Strategy (How to get there ) 3.1 Strategic OptionsSOSTAC步骤3: 策略 （如何到达那里） 3.1 可供选择的各种策略方案Strategic option number供选择的各种策略方案编号Generate alternative strategiesTaking the objectives specified on previous page, now determine how you are going to achieve them. Write a strategy which basica

24、lly summaries how you are going to get there. Then develop at least three optional strategies. Write down and compare three different strategies or strategic options. Then rank them on the next page.编写各种策略：参照前页所述之目标，决定你如何达到目标。围绕“你如何到达那里”，总结、编写策略。然后，至少编写三种可供选择的策略方案。编写、并比较三种不同的策略或策略性方案，然后在下一页排序列出。123N

25、B Remember strategy must fulfil a specific objective.When the strategic options have generated, use the checklist on the next page to rank them and choose.注释：记住策略必须完成一个特定的目标。 当完成策略性方案后，使用下一页的检核表，把各种方案逐一列出并作出选择。SOSTAC Stage 3: Strategy 3.2 Choosing the Best Strategy Using a Strategic Dimensions Check

26、listSOSTAC步骤3: 策略 3.2 运用策略综合评估检核表选择最佳策略方案A Checklist To Help The Development Of Marketing Communications Strategies.Tick which dimensions are covered by each strategy. This should help you to choose which strategy is the best one.下面是辅助编写市场营销传播策略的检核表。检查每一策略是否涉及下述所列的内容并打钩，可帮助您选择最佳策略性方案StrategicOptionn

27、umber 策略序号Segmentation(Does the strategy break up themarket)区隔化（该策略是否把市场细化？）Targeting(Does it select specific targets including stakeholders and DMUS?)目标市场确定(是否选择诸如持股人和决策人在内的特定目标?)Objectives (Will the strategy succeed, it will it fulfil the objectives? will it beat Competition?)目标(策略能否成功,并实现目标?赢得竞争?

28、)Postitioning (Is there a clear Positioning?)定位(定位是否清晰?)Exploit sustainable competitive advantage?(cost leader/ differentiate focus/niche)是否存在持续性的竞争优势?(成本优势/差异化卖点/特殊地位?)Buying Process (Does it cater for the buying stages (high involve/low involve)multi-stage strategy?)购买行为过程特征(是否考虑购买步骤(深度介入/低度介入)多步引导骤策略?)Tools(Range of communications tools to be used)采用的工具(打算采用的各类传播工具种类和范围)Sequence(And timing of tools to be used?)时间计划(打算采用的各类工具的实施时间表?)Integration Are all the