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1、战略需求分析问卷（SNAQ）STRATEGIC NEEDS ANALYSIS QUESTIONNAIRE战略需求分析问卷Stretigic Needs Analysis Questionnaire了解贵公司及其所从事的商业活动 UNDERSTANDING YOUR BUSINESS2企业概况Business Overview2个人目标Personal Goals10了解客户、市场与产品 UNDERSTANDING CUSTOMERS, MARKETS AND PRODUCTS13产品与服务Products and Services13客户选择标准Customer Selection Crite
2、ria14客户反馈Customer Feedback15商业模式 THE BUSINESS MODEL18潜在业绩提升能力Potential Business Performance Improvement18行业分析Industry Analysis20竞争对手Competitors20客户Customers23行业进入壁垒Barriers to Entry24供应商 Suppliers26盈亏平衡与流动资金Breakeven and Working Capital28员工授权TEAM EMPOWERMENT30综述与文化Overview and Culture30招聘与培训战略Recrui
3、tment and Training Strategy31绩效管理与激励Performance Management and Rewards33市场营销战略计划 THE STRATEGIC MARKETING PLAN35市场营销战略Strategic Marketing Plan35分析Pareto Analysis35目标市场Customer Segmentation and Markets36市场定位与价格战略Positioning and Pricing Strategy37市场营销活动Marketing Activities39技术、运营与知识战略 TECHNOLOGY, OPERA
4、TING AND KNOWLEDGE STRATEGY40管理系统化 BUSINESS INDEPENDENCE43反馈及持续改善 FEEDBACK AND CONTINUOUS IMPROVEMENT44了解贵公司及其所从事的商业活动UNDERSTANDING YOUR BUSINESS这是SNAQ的第一部份，主要用于了解贵公司的概况。同时也包括了您个人对公司的目标与期望。这些信息将用于经营业绩改善项目模块一-了解你的公司及其所从事的商业活动。This first section of the SNAQ focuses on providing a general business over
5、view. It also examines your personal goals and your hopes and aspirations for your business. The information will be used in Module 1 of the Business Performance Improvement Program Understanding Your Business.企业概况Business Overview1. 企业名称?What is the name of your business?2. 企业地址? What is the name o
6、f your business?3. 企业成立日期?When was your business first established?4. 你的企业是收购的吗？如果是，请提供企业的收购日期以及收购金额。Did you buy your business? If yes, provide details of when you purchased the business and how much you paid for it.不是是5. 企业介绍：请说明所生产的产品，以及所提供的服务。是零售商、生产厂家、分销商、还是服务行业？请在下面做简要介绍。Please describe your bu
7、siness. What products and services do you sell? Are you a retailer, manufacturer, distributor or service provider? Please briefly describe below.6. 请介绍贵公司所处的行业What industry (s) do you operate in?7. 请说明贵公司所服务的市场？请描述贵公司所服务的客户。What markets do you serve? Please describe your customers?8. 请说明贵公司的客户结构。请说明
8、企业客户在公司所有客户中所占的比例（与最终消费者相对应）Who does your customer base comprise of? What % of your customers are other businesses (as opposed to individual end users)?%9. 请说明客户购买贵公司产品的原因？贵公司可以为客户提供什么样的价值？Why do customers come to you? What value do you provide to them?10. 贵公司员工人数?How many team members do you have?1
9、1. 请在下面的空白处画出贵公司的组织结构图。请参照下面所提供的样板。In the space below, please draw your hierarchy chart? Please refer to the example below12. 贵公司有企业宗旨吗？如果有，请提供。Do you have a written “Mission Statement” for the business? If yes, please detail it below.有没有no如果贵公司没有正式的企业宗旨,请思考贵公司应有的宗旨, 并写在下面的空格处。为了帮助你确定公司宗旨, 我们在下面提供了一
10、个样本作为参考。你也可以阅读文章 “ 如何创建一个积极主动的头脑!”If you do not have a formal Mission Statement, please detail overleaf what you think the Mission Statement for your business should be. To assist you we have provided our Mission Statement below. You may also want to read “How To Create A Volunteer Mindset!”McKessar
11、 Tieleman重要的商业目的在于最大程度地增加客户的财富。公司保持尊重客户的、职业的和关注市场的态度，一贯遵守高度的职业操守。我们将在目标市场获得高度认同。McKessar Tielemans predominant commercial purpose is to maximize its clients net financial wealth. It will adopt a dignified, professional and focused marketing posture and will at all times act in accordance with the hi
12、ghest standards of ethical conduct. It will be acknowledged as the pre-eminent practice in our target market.我们精心挑选我们的雇员。他们将为成为公司的一员而骄傲，他们会获得比平均水平更高的薪水，他们将在享受优越、愉快的环境里工作。他们有机会获得职业上的进步，为个人发展寻找空间，也有机会参与公司的决策。Only the best candidates available will be hired as team members. They will be proud to be par
13、t of the firm and will benefit from above average remuneration, and an excellent and enjoyable working environment. They will be given the opportunity for professional advancement, personal growth and the opportunity to contribute to the decision making process within the firm.公司的员工、合伙人和客户之间高度信任、互相尊
14、重。公司的每一个成员都理解和赞同企业的远景规划，并全力实现目标。There will be a high level of trust and mutual respect amongst all Team members, Partners and Clients. Every person within the firm will understand and subscribe to the vision of the firm and the role they play in accomplishing that mission.公司致力于提供富于创意的服务。公司接受的每项任务都遵循
15、客户的要求进行认真的分析、精心的策划，并且价格合理。The firm will continue to develop innovative services and products. The services offered by the firm will be clearly defined, highly structured and priced in accordance with the value they represent to the client.13. 在您公司的经营管理中，您需要立即进行正确处理的三件最重要的事情是什么？请按照10分制对你处理这三件事的结果进行评分。10/10为优秀，1/10为极不满意。What are the 3 most important things that you must get right in your business? Plea
