百威啤酒商务谈判计划书.doc

百威啤酒商务谈判计划书
谈判计划书
of rural drinking water sources, protection of drinking water sources in rural areas by the en未在芜湖南边还没有主营该啤酒的酒吧
3）目标市场定位精准，目标客户群体庞大
4）有完整的销售计划，优秀的销售人员，较为顺畅的销售渠道
5）有一定的资金实力作为后盾
6）完善的售后服务体系

1）对新来的居民消费习惯不了解，需要花费一定的时间成本和金钱成本去掌握居民的饮食消费习惯
谈判计划书
of rural drinking water sources, protection of drinking water sources in rural areas by the end of the delimitation of the scope of protection, complete with warning signs, isolating network protection facilities
of rural drinking water sources, protection of drinking water sources in rural areas by the end of the delimitation of the scope of protection, complete with warning signs, isolating network protection facilities-5-
of rural drinking water sources, protection of drinking water sources in rural areas by the end of the delimitation of the scope of protection, complete with warning signs, isolating network protection facilities
2）我方急于寻求合作商，时间上受到约束
3）对其他啤酒代理商的了解不够

1）品牌上有很大的知名度
2）百威啤酒的口味较柔和，比较符合南方对啤酒的口感需求
3）拥有很知名的代言人，有利于产品的销售
4）百威集团在芜湖成立公司的时间较早，容易被当地的消费者接受

1）啤酒行业竞争很激烈
2）旗下产品的定价上有一定的冲突
3）百威集团旗下的品牌多，导致内部竞争严重
4）纵观整个啤酒行业，百威啤酒在价格上没有优势
五、我方的谈判目标
（一）我方目标
可接受目标
1. 用最短的谈判时间，与百威确定合作关系，成为百威啤酒的代理商
2. 争取与百威达成合作期限为3年的协议
最低限度目标
1. 用最短的谈判时间，与百威确定合作关系，成为百威啤酒的代理商
谈判计划书
of rural drinking water sources, protection of drinking water sources in rural areas by the end of the delimitation of the scope of protection, complete with warning signs, isolating network protection facilities
of rural drinking water sources, protection of drinking water sources in rural areas by the end of the delimitation of the scope of protection, complete with warning signs, isolating network protection facilities-5-
of rural drinking water sources, protection of drinking water sources in rural areas by the end of the delimitation of the scope of protection, complete with warning signs, isolating network protection facilities
2. 争取与百威达成合作期限为3年的协议
3. 在节日期间，由百威承担一部分资金举行促销活动，在扩大百威啤酒销售的