商务对话实战营销策略篇

    In this conversation, Tanya Nichols, the owner of an ice cream manufacturing company, is talking with her marketing manager, Carla Hutchison, about the marketing strategy for a new product

　　Tanya:　So, Carla, do you have a marketing plan for our new　ice-cream sandwich?

　　Carla: Yes I do. After going through our S.W.O.T. process, I　think we’re in good shape. One of our main strengths　is the quality of our ice-cream, and there’s is a good　market opportunity for the novelty of a choice of　flavors. Since our company already has a good image,I don’t see many weaknesses. No other company sells ice-cream sandwiches with a choice of 5 flavors, so　there’s no threat to speak of, either.

　　Tanya: I assume we don’t need to worry about creating a need, with summer almost here.

　　Carla: Right. As for the marketing mix, we’ll package it　in gold foil with dark brown lettering to simulate　chocolate, and price it 20% higher than our　chocolate-covered ice-cream bar. It’ll be introduced　in selected places across the country starting next　month. The main promotion will be through　advertising, using a ‘pull’ strategy, of course. We　haven’t finalized our ads yet, so I’ll have to let you　know. Can we meet again the beginning of next　week?

　　Tanya: Sure can. Let me check ... how about Tuesday　morning at 10:30?

　　Carla: Uh, let’s see ... okay with me.

　　在这一对话中，Tanya Nichols是一家冰淇淋制造公司的业主，她正在和他的营销经理Carla Hutchison谈论一种新产品的营销策略。

　　Tanya: Carla,你对我们新的冰激凌三明治有什么营销计划吗？

　　Carla: 是的我有。经过SWOT分析，我认为我们的经营状况很好。我们的主要优势之一是我们产品的质量，并且创新口味的产品在市场上有很大商机。因为我们公司已有一个好的形象，我并不认为有很多不利因素。没有其他公司有5种口味的冰淇淋三明治，所以对我们来说谈不上有什么威胁。

　　Tanya: 我想夏季就要来临，我们不用再为创造需求而担心。

　　Carla:对。至于说营销组合，我们要用像巧克力一样的深褐色字母的金箔纸来包装它，仿照巧克力，并且定价比我们的巧克力脆皮冰激凌贵20%。下个月将要在全国有选择地投放市场。主要通过 广告促销，当然是运用“拉”的策略。我们还没有最终决定我们的广告，因此我还得要通知你 。我们下周初能再碰一下面吗？

　　Tanya: 当然可以。让我看一下……星期二早上10:30怎么样？

　　Carla: 呃，我看看……我没问题。

　　Tanya: 好，干得好。

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