SWOT analyses with China Mobile

Strengths 首先，中国移动公司是中国第一家中国大陆通讯行业的企业，具有先入者的优势。第二，各方面拥有较多较为丰富的经验，运用模式较成熟。第三，拥有较深厚的人力资源。第四，拥有较高的品牌形象。第五，市场占有率较高，使用者较忠实。拥有6.5亿用户的市场规模，其中有一半的用户都是陪伴中国移动走过很多年的老顾客，并且该市场规模远远高于竞争对手中国联通和中国电信。[3]第六，提供各式各样的优惠套餐。第七，国家提供各方面的资源支持。第八，拥有雄厚的资金基础。第九，不断开拓新的市场。第十，通话信号较稳定。First, as the first communication enterprise in mainland in China, China Mobile has the advantage of pioneer. Second, abundant experience and mature operations. Third, large human resources. Fourth, popular enterprise image. Fifth, large market share and loyal users. China Mobile has a large scales of 65 million of whom half of them are old customers who use China Mobile for a long time and the market scale is far higher than that of China Unicom and China Telecom. Sixth, provide various kinds of tariff packages. Seventh, resources support from the nation. Eighth, solid fund foundation. Ninth, new markets enrichment. Tenth, stable communication signals

Weakness

首先，因为是国企因此会出现腐败现象。比如：欺压顾客、招募员工是招募企业关系户亲属等等。第二，各个分公司发展水平不一，服务不到位。第三，各方面技术发展较慢，系统更新较慢。第四，网络技术发展较慢，提供给顾客的网络服务较低端。无论是在传统的互联网领域还是迅速发展的移动互联网领域，中国移动拥有的内容资源和业务出口资源也极度匮乏，缺乏熟悉互联网经营管理及技术支撑所需要的各个层次的人才。中国联通公司网络已经升级为3G甚至4G，然而中国移动公司还处于2G。First, due to the state-enterprise, there are inevitable corruptions taking place in China Mobile, such as cheating and curbing the customers and recruiting the related people to the enterprise. Second, different levels of development in branch companies and unsatisfying service. Third, slow development of technology and slowly-updated systems. Fourth, slow development of the net technology and provide low-level service for the customers Whether in traditional Internet or in the rapid developing mobile Internet, China Mobile is in bad lack of content resources and export resources and also in short of the talents in the aspect who are expert at the internet management and operation. Compared with China Unicom that has upgraded its network to 3G even 4G, China Mobile is sill in 2G.第五，该企业的各方面资费较高，较昂贵。同样是本地通话中国联通为0.01元每分钟，然而中国移动却收取0.25元每分钟。在现如今网络覆盖面这么广的社会，

中国联通公司每个月上网只收取50元RMB就可拥有2G的上网流量，然而中国移动却只有500M的上网流量。第六，互联网领域相比国外很多通讯公司中国移动的产品线较狭窄。Fifth, expensive toll in China Mobile. For example, China Unicom charges the customers 0.01 yuan per minute while China Mobile 0.25 yuan. Nowadays, in such a widely covered internet society, China Unicom offers the customers 2G only with 50 yuan, while with the same charge, China Mobile just provides 500M. Sixth, product lines are narrower in China Mobile than those in foreign communication enterprises.

Opportunity

首先，中国还处于发展中国家在通讯行业也还有许多不完善，因此中国移动通讯公司的发展和提高空间还很大。第二，可以在固定通话方面发展抢占市场。比如：提供跟优惠的固定电话通话优惠、开通固定视频通话、家庭网络及WIFI服务等等。第三，利用其优势开拓新市场，吸引更多顾客。第四，努力发展网络方面的科学技术，留住老顾客的同时吸引更多顾客。First, as China is a developing country, there are many shortages in communication industry. So there is more and larger space for the development and improvement of China Mobile. Second, China Mobile can occupy the market in fixed telephone, such as providing discount charges and opening video communication, family network and WIFI. Third, enlarge new markets by its advantages to attract more customers, Fourth, China Mobile should try its best to develop science and technology about network to maintain the old customers and attract new ones. Threat

首先，在现如今这个网络数字的时代中国移动的网络服务跟不上社会的脚步，全新3G网络时代，用户的选择性强。打破了2G时代中国移动70%的份额。

[4]同行业的中国联通却遥遥领先，这点足以威胁到该企业的年轻使用者换用中国联通公司的号码。第二，在未来网络将要替代一切通讯方式的时代，然而中国移动公司的网络不仅跟不上而且电话通讯资费又较高，如果持续发展下去该企业逐渐将会被其他通讯公司打败。第三，消费者消费观念不断改变，然而该企业的创新力较差，从而很容易导致竞争对手入侵。第四，中国移动公司各方面的资费都较高，如果没有相对突出的竞争优势持续这样则逐渐会失去现有的市场地位。 First, in such a internet and digital age, China Mobile can not keep up with the steps of social development. However, the customers can have many choices in such a new 3G age, which breaks the 70 percent market share in 2G age. China Unicom has become the leader in the communication industry, which threat China Mobile severely. Many young users begin to choose China Unicom. Second, in the future when all communication will be replaced by network, due to the outdated network and high charges, China Mobile will be sure to be defeated by its competitor. Third, consumers

ideas are in a constant change so that China Mobile will be seriously affected because of its poor creativity. Fourth, without the outstanding competitiveness, China Mobile will lose the current market status due to the high charges.

通过此次调查，首先我对中国移动通讯公司有了更深一步的了解，并且可以准备的对该企业的现状进行分析。第二，通过以上调研结果对于我今后毕业工作有一定的帮助，比如：在规范员工对客户服务方面、分配人力与资源方面等等。第三，虽然中国移动公司现阶段的发展和运营请款哈，但如果持续这样发展不求进步的话很快将会被其他通讯公司占去，从而失去竞争市场。因此该企业应不断创新、多收集顾客调查反馈、相关设备服务及时更新，努力成为该行业的领头者。 Through the convey, first, I have a deeper understanding of China Mobile Communication Corporation and am ready to make an analysis of the current situation of the enterprise. Second, the results can be helpful to my future career, such as how to regulate the customer service and distribute the human resources and other material resources. Third, although China Mobile is still leading in the current stage, it will replaced by other communication corporation soon if China Mobile is not seeking more progress. As solutions, the enterprise is supposed to be more creative, collect the customers feedback, upgrade related service and devices and to be the leader in communication industry.

我认为该企业应多想一些发达国家学习，每年都派相关工作人员到国外学习，从而提高本企业的整体水平。然而目前的首要任务就是在网络产品服务方面要迅速提高，不能再持续在现有水平上了。比如：向国外引进4G网络，将顾客带领到4G网络的时代。第二，在员工服务方面在做提高，要让每一位消费者满意，利用服务来吸引更多新顾客。第三，为顾客减少成本，将所有产品价格降低，保证市场竞争力。第四，引进一些新技术后推广顾客体验，吸引更多顾客的同时开辟新的产品服务项目。第五，提供更多的优惠服务。As far as I am concerned, the enterprise should learn more from the same enterprises in developed countries. The enterprise can send related staff members to study so as to improve the enterprise. However, what is the most important to do is to enhance the network products and services. For instance, import 4G network to lead the customers into the 4G age. Second, improve the service to satisfy each customer so as to attract more new customers. Third, help to cut the cost and lower the product price to be competitive in the market. Fourth, invite customers to experience the new technology to attract more customers and explore the new products and services. Fifth, provide more discount services.

第二篇：商务沟通总结

我们小组的剧本是关于实习生生活的。纵观整个剧本，从开场到落幕展示的就是一个活生生的我们自己——开场第一幕是描述办公室与同事、老板交流的场景；第二场是因为业绩不佳，生存受到威胁，而主动联系客户，与之周旋以达到商业目的的场景；第三场是一天的工作结束了，在回住处的公车上，一个女孩的内心独白。剧本从生活出发，以我们自己为主人公，以商务活动中的沟通为突出重点，力求感情表达更真实贴切。

场景一中，老板对Linda采用了“肉夹馍”式的激励方式，既肯定了她的能力优势，又告知她在工作中的欠缺，使其产生危机感，但不至于丧失自信，这是老板在沟通方面的成功。沟通处处都在，和同事交流，和老板面谈，都是艺术。

场景二中，主人公认识到自己必须努力，因而主动和客户电话联系，预约会面时间，争取到了和合作公司领导接触的机会。在与对方电话联系时目的明确、礼貌有加；在对客户的说服过程中，尽管对方采用消极对抗的态度（例如：抱着胳膊、冷笑、沉默等），积极采取对策：分析其既得的商业利润（自己动手，从对方进货的环节开始，列出直接利润和批发代理上所带来的利润明细），因为和本公司合作带来的便利（直接送货、分期付款、保证送货时间质量），相对于其他进货单位其享受的优惠（更高的折扣），向其他没有质量保障的公司进货所冒的风险和一旦沉船对其公司的影响。在此过程中对对方表现了足够的尊重、耐心、热情，细节方面也有到位的处理（对方点头，表示了对自己观点的认可，需强化；起身送咖啡，自己到了应该告辞的时间），可以说，作为一个新人，能够将语言沟通、电话沟通、非语言沟通、销售沟通运用到谈判中是极其的不容易的。

场景三中并没有关于商务沟通的情形，完全是主人公自己的世界——亲爱的爸爸、远方的家、哄闹的公交、天真的孩子、渐黑的天和路边的灯??自己孤寂的身影更显示出女孩的坚强——打拼靠自己，努力为父母和将来。

我个人觉得这样的剧情安排有一定的合理性：作为新人，职场生活不会示弱，努力坚持，见证自己的能力；一天的紧张激烈的职场生活结束了，父母面前我们还是孩子，每个人都有深呼吸的机会，看看天，看看世界，梦想与现实交织，职场与生活游刃有余！

在考虑剧本编写内容时，我们考虑到自己的实际情况——大三的营销专业学生，我们很快就要有实习，同样的生活、同样的感情，从单位的菜鸟做起，到独当一面是在是一个艰辛的过程，这个时期的苦涩因为被认可而显得异常的可爱，成功时的眼泪也充满了甘甜。努力做自己，剧本里Linda是她也是我们！