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internalbriefingforinterviewersofSamsung,PhilipsandNokia三星、飞利浦、诺基亚的内部访谈简要TheSRGBeneluxisworkingonastudyaboutthesuccessfactorsofSamsungElectronicsinChina,andthelessonsthatbothPhilipsandNokiacanlearnfromSamsung.Inordertodothisresearch,wearetryingtogatherdataaboutSamsung,PhilipsandNokiainChina.Obviously,itisverydifficulttofindthetrulyvaluableinformationfromwithintheNetherlands.The...
销售内部访谈访谈日期:___________________访问者:___________________受访者__________________________________________职位__________________________________________公司名及地址__________________________________________________________________________________电话/传真__________________________________________产品细分产品种类:重型卡车()()中型卡车()()轻型卡车()()1.产品销售业绩1.1请描述在过去三年中的产...
InterviewNotesInterviewDate:Feb.25,2000IntervieweeName:Mr.YangYanchengPosition:ManagerofFinanceDepartmentCompanyandAddress:FAWSalesCompanyYingChunRd.LuYuanChangchun,130011InterviewerName:PaulGao,JaneXu1.OrganizationChart2.KeyIssuesOvercomplexdealingwayThreeinvoicesareneededinatypicaldealinFAWSalesCompany(V.A.T.invoicesincluded);ThishasledtoextremeinconvenientinthedealprocessDelayinsalespa...
InterviewNotesInterviewDate:Feb.24,2000IntervieweeName:Mr.JiangLitangPosition:ViceGeneralManagerCompanyandAddress:FAWSalesCompanyYingChunRd.LuYuan,Changchun,130011InterviewerName:PaulGao,JaneXu1.KeychallengesfacingFAWSalesCompanyatthecurrentstageCurrentorganizationstructurecouldnotfitforthefurtherdevelopmentofsalescompanyCurrentorganizationcouldn’tfitforthemarket-orientedbusinesspractice.S...
InterviewNotesInterviewDate:Feb.23,2000IntervieweeName:Mr.MaAijun—SalesDepartmentCompanyandAddress:FAWSalesCompanyYingChunRd.LuYuan,Changchun,130011InterviewerName:PaulGao,JaneXu1.SalesProcessNotes:Fororderneedtobetransportedbytrainordershouldbedelivered15daysbeforeorderfulfillment)Fororderfulfilledthroughlocalwarehouse,ordersheetaremadeduringtheprocessoforderfulfillment,thereisnospecifico...
InterviewNotesInterviewDate:Feb.23,2000IntervieweeName:Mr.XinHongyaoCompanyandAddress:FAWSalesCompanyYingChunRd.LuYuan,Changchun,130011InterviewerName:PaulGao,JaneXuIndex1.Componentservicenetwork2.Supplychainmanagement3.PricingPolicy4.Competition5.‘3in1’businesspractice1.ComponentservicenetworkServiceComponentDepartmentinFAWHeadcount:18KeyfunctionsComponentsalesSalesmanagementMark...
InterviewNotesInterviewDate:Feb.18,2000IntervieweeName:Mr.WeiChaoming,Position:SeniorManagerCompanyandAddress:FAWSalesCompanyYingChunRd.LuYuan,Changchun,130011Telephone/Fax:0431-5904147/0431-5909761InterviewerName:WeiZhu,PaulGao,BillHe,AnneWang,JaneXuSalesNetworkFoursalesregionofFAWtruckbusinessareEast--Shanghai;Zhejiang;Jiangsu;Anhui;Shangdong;Henan;HubeiNorth--Heilongjiang;Jijin;Liaonin...
internalInterviewNotesInterviewDate:22March2000IntervieweeName:Ms.XuIntervieweePosition:FormerPricingManagerofPlanningFinancialDept.InterviewerName:BillHe,JaneXuBackgroundTruckpricemakingprocessTherearetworoundsofnegotiationinexistingtruckpricemakingFirstroundnegotiation(1)FAWTradingCompanydeliversasuggestedpricetoPlanningFinancialDepartmentbasedonmarketinformation(estimatedcompetitiveprice...
internalInterviewNotesInterviewDate:22March2000IntervieweeName:Mr.GuoShijunIntervieweePosition:ManagerofOutsourcingComponentAdministrationDepartment(OCA)CompanyandAddress:FAWInterviewerName:BillHe,JaneXuBackgroundTherearealltogether1,054componentsuppliersforFAW.Amongwhich448areoriginallyattachedtoOutsourcingComponentAdministrationDept.,Other606wereattachedtoFAW’sinternalcomponentmanufact...
InterviewNotesInterviewDate:Feb.23,2000IntervieweeName:Mr.MengXianghuiIntervieweePosition:ChassisSalesDepartmentManagerCompanyandAddress:FAWSalesCompanyYingChunRd.LuYuan,Changchun,130011InterviewerName:BillHe,JaneXuBackgroundMr.MengjusttookovertheChassisDepartmentandisnotcrystalclearaboutchassisbusiness,more,heisprettybusyinthissalespeakseason.Mr.MengactedasthemanagerofTruckSalesDepartmentbef...
GeneralAdministrationDepartmentINTERVIEWDATE:Apr20,2000INTERVIEWERNAME:WeiZhu,SherryDing,JulianMa,AnneWang,JaneXuIntervieweeNameMr.WuLin,DirectorofCompanyandAddressFAWTradingCompanyTelephoneExtension465ITSystemThoughtheITSection.ofFAWTradingCompanyisundertheleadofFAWGeneralAdministrationDepartment,buttheITSectionofFAWGrouptakethedecisionrightinFAWTrading’sITinvestment,development,etc.FAWGroupg...
FinancialDepartmentINTERVIEWDATE:Apr19nd,2000INTERVIEWERNAME:WeiZhu,SherryDing,JulianMa,AnneWang,JaneXuIntervieweeNameMr.YangYancheng;IntervieweePositionDirectorofFinancialDept.CompanyandAddressFAWTradingCompanyTelephoneExtension403KeyIssuesCurrentA/CisaroundRMB1.9billion,amongwhich1.6billionarelong-termreceivablescausedbyhistoricalreasonwhichishardtowriteoff.Largeamountofreceivablesoccurre...
FAWGroupMarketingINTERVIEWDATE:5May2025INTERVIEWERNAME:PaulGao,SherryDing,JulianMa,AnneWang,JaneXuIntervieweeNameMr.DongHaiyangCompanyandAddressFAWTelephone/Fax0-13904327903GeneralCommentsATKearney’sfirstinterimdrawsanoverallpictureofFAWTrading,butitonlyrecordsourgeneralsymptoms,wewishyoucouldsetupthepriorityoftheproblemsanddetailcriteriaofeachsalessectionKeyIssuesMr.Donglistedhis6suggestion...
访谈记录访谈日期:2000年2月24日被访人:姜立堂职务:一汽销售总公司访员:高旭，许晶1.当前一汽销售总公司面临的主要困难：目前一汽的组织结构不适应一汽未来的发展目前的组织结构不能适应以市场为导向的商业活动。销售和研发在集团中地位不高。两部门负责人不能影响传统的成本导向的商业实践。（如，解放卡车的价格由其生产成本和和预期利润决定，而不是由产品生命周期，市场条件和竞争决定)。一汽大众和红旗是两个有独立采...
访谈记录访谈时间:2000年2月23日被访人:Mr.MaAijun—销售部公司/地址：一汽销售公司YingChunRd.LuYuan,Changchun,130011访员:高旭,许晶1.销售过程附:需用火车运输的订货订单需在15天前提交由地方仓库提交的订货，订单甚至会在执行的同时填写，对于此类定单，目前一汽没有明确的限制2.主要问题卡车和底盘销售卡车和底半价格差10,000元左右1999年底盘销售超过卡车底盘的主要用途:作为有特殊用途卡车底盘附:一汽没有满...
访谈记录访谈时间:2000年2月23日被访人:Mr.XinHongyao公司/地址：一汽销售公司YingChunRd.LuYuan,Changchun,130011访员:高旭,许晶索引1.备品服务网络2.供应链管理3.定价政策4.竞争5.“三位一体”商业实践1.备品服务网一汽服务和备品部人员:18主要功能备品销售销售管理市场信息收集一汽服务和备品部门备品中心(20)服务中心(396)备品专卖店(320)中国军队和其他重要客户一汽备品仓库一汽备品仓库主要功能:每月向20...
访谈记录访谈日期:2000年3月22日被访人:许女士职务:前任计划/财务部定价经理访员:何冶强，许晶背景卡车定价流程卡车定价的两轮谈判第一轮谈判(1)一汽贸易总公司根据市场信息提出建议价格(与同类产品竞争者的竞争价格）(2)计划/财务部计算价格的边际贡献率，测算价格是否覆盖成本，详细计算:边际利润率=一汽贸易建议价-原材料-外购能源-外购零件-外购设备-废料/一汽贸易建议价通常，计划/财务部接受提供20%--30%毛利的价格...
一汽集团营销管理部访谈时间:5May2025访谈人朱伟,丁海英,马哲仁，王铮，许晶被访人:董海洋电话/传真0-13904327903总体评价科尔尼公司的第一份中期报告对一汽贸易总公司进行了总体评价，但报告仅指出了一般问题，我们需要对问题的严重程度排序并得到对各销售部门的具体标准。要点董先生阐述了进一步发展一汽贸易总公司的六项建议1.改善信息系统一汽贸易总公司的信息系统不够先进。信息流由于信息传输渠道分隔而停止或由于述...
internalInterviewResults(Technology)ElementsRatingPriorityResults(=1,2,3)(=80%,20%)380%2.4220%0.4380%2.4220%0.4220%0.400280%1.6180%0.8220%0.4120%0.2280%1.6120%0.200120%0.2280%1.600380%2.4280%1.6280%1.6220%0.4220%0.4220%0.400280%1.6280%1.6220%0.4000380%2.4380%2.40A.课程设计1.学员需求调查与分析2.课程内容与需求的匹配程度3.内容框架的逻辑性,完整性4.辅助培训设计的运用5.课程内容的实用性B.讲师选择\考核...
苏州供电公司业务流程优化设计项目会议纪要日期：2003年9月16日8:30-10:00地点：苏州供电公司总部2号楼1楼会议厅与会者：苏州供电公司江苏省电力公司领导苏州供电公司领导苏州供电公司项目组成员埃森哲MichaelDing,WinnieWu,TianWenqing,WangFeng,MikeWang,Justin,RingWu,EricWang,ChristineTang记录人：RingWu主题：内部启动会议会议内容1.埃森哲项目总监丁民丞进行了项目背景，项目目标、项目范围、项目工作方法项目进程，项...
