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Ma trn SWOT ca Nokia

Phn tch ma trn SWOT 1. im mnh (S) 1.1. C li th v thng hiu

Nokia Group l nh sn sut in thai di ng Phn Lan ln nht v hu nh ai cng bit. Nhng nm gn y h kinh doanh bng chnh tn thng hiu ca tp an v ch ng nh hng quan nim khch hng. Phn thng xng ng cho Nokia l danh hiu thng hiu s 1 nhiu th trng trn th gii, nh bt Motorola ra khi v tr . Nokia thnh cng khi to cho sn phm mt tnh cch m khng t cho n mt ci tn. Ni cch khc Nokia khng to ra bt k thng hiu no trc , ch tp trung vo thng hiu tp an, a tnh cch chung ca thng hiu vo sn phm c nhn. ng n hn na, Nokia cn thnh cng c nhng ni thng hiu ni ting khc tht bi. Mu cht thnh cng, l tnh nhn bn ca cng ngh - khu hiu gip Nokia chim nhiu cm tnh ca khch hng. Sau y chng ta c th hiu r hn Nokia thc hin iu nh th no. Tnh cch thng hiu Nokia Khi th trng c qu ng i th cnh tranh, Nokia nh v bng cch s dng thng ip kt hp r rng hai mt cng ngh v nhn bn. Ch cng ngh nhn bn ca Nokia mi c th gip bn nhn c nhiu hn, ngoi cuc sng. nhiu ni bn c th thy dng ch: Chng ti gi y l cng ngh nhn bn. Thng qua khu hiu, cng ty mong mun to dng lng tin t khch hng vo thng hiu Nokia. Nokia hiu v bit cch lm sao gip khch hng thc hin c nhng mong mun ca bn thn trong cuc sng. V Nokia cng hiu cng ngh ch l kh nng em li cho bn - nhng khch hng - mt cuc sng tt p hn. Do vy chin lc nh v ca Nokia l s kt hp nhng hnh tng gy cm xc, da trn li ch, kht vng v tnh cnh tranh. Nokia s hu ngha nhn bn i vi truyn thng di ng, t chn cho mnh v tr tt nht, tch bit vi cc i th khc ang cn nhc nn s hu iu g, c tm mt cch nh v cho ring mnh. 1.2. Sn phm cho mi khch hng

Cc dng in thoi cao cp v bnh dn,nhiu tnh nng hay t tnh nng,Nokia gn nh c mi th, tr chic iPhone.
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T nhng chic in thoi gi 750 USD kiu cch, c tch hp h thng nh v ton cu cho ti nhng chic in thoi c bn gi ch 45 USD vi mn hnh en trng, Nokia lm bo ha th trng in thoi di ng theo cch m c Motorola hay bt k mt i th cnh tranh no khc khng th bt chc ni. Chui sn phm ng n bao gm khong 100 mu ca Nokia ch l mt trong s nhiu l do ti sao hn 1/3 s in thoi di ng trn th gii hin nay c xut x t Espoo, ngoi th Helsinki ca Phn Lan, ni t i bn doanh ca Nokia. Mt bi hc m Nokia hc c, l khng nn ph thuc qu nhiu vo mt vi mu sn phm bn chy. Ngc li Motorola li qu ph thuc vo dng Razr. Nokia xy dng ch ng cho mnh trn c th trng cao cp v bnh dn. Dnh cho i tng khch hng k vng vo cng ngh mi nht, Nokia c chic N95 bao gm trnh duyt Internet, nghe nhc, b nhn tn hiu GPS v tinh v kh nng kt ni WiFi... Thm ch nhng mu in thoi bnh dn ca Nokia cng c nhng tnh nng m rng khin mt s lng ln khch hng thu nhp thp cm thy th v khi ln u tin c trong tay mt chic in thoi di ng.Chng hn, mu Nokia 1200 vi gi ch 45 USD ca Nokia c th chy ti 2 tun m khng cn xc pin, ng thi c c n flash tch hp, rt thun tin trong trng hp mt in. Nokia u t hng trm triu USD xy dng cc h thng phn phi v mng li bn l ti cc nc ang pht trin. Nh vy, y l hng in thoi di ng s mt Trung Quc, n v ang tng trng mnh chu Phi, th trng ha hn s pht trin mnh trong thi gian ti. Trong khi , sn phm in thoi di ng gi r ca Motorola cho th trng n tht bi, mc d c gi ch 35 USD. Mt phn dn n tht bi l do nhng chc nng hn ch ca chic in thoi ny khng th thu ht c cc khch hng tim nng. 1.3. Dch v chm sc khch hng tt

Nhn vin Nokia tn trng v nng cao cc gi tr trong cng vic, tng cng tinh thn tp th, trch nhim c nhn, v sc mnh c c t tnh phong ph a dng.Vi phng chm mang n cho khch hng nhng dch v tt nht, mi th u xoay xung quanh khch hng. Cu hi: "Khch hng s c thm li ch g khi p dng chnh sch, cng ngh hoc gii php ny?" lun l cu hi u tin m cc cn b, chuyn gia, cng nh nhn vin ca Nokia t ra khi x l cc vn v k thut cng nh kinh doanh. Cng chnh v x l mi vn theo quan im ly khch hng lm trung tm, t quyn li ca khch hng ln trn nn vic Nokia lun chim trn 1/3 th phn in thoi di ng trn ton th gii l iu hon ton d hiu. 1.4. T v trc cc c sc

Nh nhng li th , th phn trn th trng ton cu ca Nokia nay t mc 37%. Nhiu chuyn gia cho rng, con s ny cn c th ln ti 40% trong nm nay. Tuy vy, Nokia cng phi tri qua mt s giai on khng hong. Tr li thi im nm 1995, h thng sn xut ca Nokia gn nh sp di sc nng ca s tng trng nhanh chng. Vo nm 2003, Nokia chm chp trong vic a ra cc mu my gp v c mn hnh mu. T qu 4/2003 n qu 1/2004, th phn ca Nokia gim t mc 34,6% xung cn 28,4%. Nhng thch thc tng t gn nh loi cc hng sn xut in thoi di ng khc khi th trng. Nhng i th mt thi nh Panasonic, Philips, Siemens hin nay ch chim th phn di 1% trn th trng in thoi di ng ton cu. Tuy nhin, di s lnh o ca Gim c iu hnh Jorma Ollila v ngi k nhim ng, Olli-Pekka Kallasvuo, Nokia tri dy cn mnh m hn trc. Bng cch a dng ha sn phm v m rng th trng, Nokia gi y c kh nng t v tt hn nhiu trc cc c sc thi im hn 3 nm trc y. Nh phn tch Neil Mawston ca Strategy Analytics ni: R rng l Nokia hc c nhiu iu t nhng g m h tri qua. H phn tn ri ro nhiu hn trc. 1.5. Chui cung ng tt

C th ni, cch thc qun l chui cung cp ca Nokia tt hn so vi bt k mt cng ty no trn th gii. Bn cnh , Nokia c s khi u thun li ti nhng th trng ang tng trng nhanh nh Trung Quc v n . Cng ty ny cn c khon vn l 9,5 t USD tin mt v khng h c n nn.Nokia thu li nhun ln t th trng cp thp v chui cung cp v h thng sn xut ca hng hot ng cc k hiu qu. Hng cng duy tr c s kim sot i vi chi ph thng qua vic s dng chung linh kin gia cc thit b v thit k nhng mu in thoi c t linh kin hn so vi cc i th cnh tranh. Nhng hot ng nh vy gip Nokia vn ln v tr dn u trong bng xp hng hng nm ca cng ty nghin cu th trng AMR Research dnh cho cc nh iu hnh chui cung cp, trn c nhng qun qun trong lnh vc logistics nh Toyota v Wal-Mart.

2. im yu (W) 2.1. Sn phm cha p ng nhu cu ca khch hng

Vi rt nhiu thnh cng m Nokia t c nh vo u im vt tri ca n, nhng khng phi Nokia khng c im yu.
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Dng in thoi E-series tng thch e-mail nhm vo th trng doanh nghip ca hng ang b cc i th khc nh BlackBerry ca Research In Motion dn trc v khng em li li nhun. Lin doanh gia Nokia v Siemens cng ang b i th Thy in vt xa trn th trng h tng vin thng. V thit k, Nokia ang phi i mt vi thch thc t Apple v chic iPhone ang rt hot. Nokia ch c mt s t sn phm mn hnh cm ng v cha c mu no tin tin nh chic iPhone vi bn phm o. y khng phi l ln u tin mt i th cnh tranh thch thc Nokia. Chic Chocolate ca LG hoc nhng chic in thoi cm tay siu mng ca Samsung cng lm cc nh lnh o ca Nokia au u. 2.2. M Vn l hng di ng ln nht th gii, thng hiu Nokia cng ch xp sau Google v Coca Cola nhng ti th trng M, Nokia vn ch l mt ci tn xa l.Nu xt v doanh s my in thoi c tiu th ton cu, lng my ca Nokia nhiu hn tng s sn phm ca 3 hng ln xp sau h cng li. Vi con s ny, phi chng vic ai tuyn b Nokia khng th chim lnh th trng M l mt s ng nhn? Ngi vit bi th lm mt cuc kho st nh quanh khu vc trung tm thnh ph San Francisco v nhn thy khng h c mt mu my cao cp no ca Nokia xut hin trong cc ca hng. Ti ca hng ca hng vin thng AT&T, mu smartphone cao cp nht m h ang phn phi ch l mt chic E71 vi bn phm QWERTY, c gi ch 50 USD km theo hp ng s dng dch v trong 2 nm. Ti ca hng ca TMobile s lng my mang nhn hiu Nokia c nhiu hn nhng cng ch c mt chic 2720 c bn vi gi 10 USD, mt chic 5130 vi gi 20 USD v mt chic 5610 Xpress Music. Ti shop ca Verizon, hng vin thng ln nht nc M tuyt nhin khng c bng dng ca Nokia. Trn trang web bn in thoi trc tuyn ca h xut hin 2 mu cp thp cn vi nh mng Sprint, n ca hng trc tuyn cng khng thm bn in thoi Nokia. Nht Bn Hng sn xut TD ln nht th gii va quyt nh rt chn khi th trng di ng ln nht th gii Nht Bn, ng thi s ngng pht trin nhng chic in thoi cho NTT DoCoMo v Softbank Mobile. Cch y 5 nm, Nokia ti xut ti th trng di ng Nht Bn, ng thi cn hm h tung ra cc dch v 3G ti t nc mt tri mc. Tuy nhin, thi th thay i, s i xung ca nn kinh t ton cu buc Nokia phi rt chn khi th trng cc k nng ng ny.Theo pht ngn vin Nokia, doanh s sn phm bn ra ton cu
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Cha c th trng cc nc M, Nht Bn

ca Nokia ang gim mnh, chnh v th hng buc phi la chn, trong khi Nht Bn khng phi l th trng u tin ca hng ny. Quyt nh ca Nokia phn nh r rt xu hng pht trin hin ti ca th trng di ng Nht Bn, hn l bn thn Nokia. Ti mt t nc c qu nhiu tn tui sn xut TD nh NEC, Fujitsu, Sharp, Panasonic th s xut hin ca mt hng nc ngoi nh Nokia xem ra khng my hiu qu.Mt bo co gn y cho thy, trong s 22 mu in thoi mi ang c NTT DoCoMo s dng th c 5 chic ca Panasonic; Fujitsu, Sharp v NEC mi hng c 4 chic; v 2 chic cn li l ca HTC; ch c 1 chic ca Nokia, LG v BlackBberry. 3. C hi (O) 3.1. Cho ra i nhng sn phm cng ngh cao

Xut pht t cuc tranh ua gia cc nh cung ng in thoi di ng trn th gii, m khch hng c s dng nhng chic in thoi thng minh, nh gn, m li c chc nng nh 1 chic laptop.Nokia cng khng nm ngoi cuc chy ua ,v vy m hng ny ,ang v s cho ra nhng sn phm cng ngh cao. V d: Nokia N96 s c mt trn th trng vo thng ti nhm cnh tranh vi Apple iPhone 3G. Chic smartphone mi tinh ny ca Nokia c y yu t thch thc v tr c tn ca iPhone 3G hin nay. 3.2. M rng quan h hp tc vi cc i tc

Rt nhiu chiu thc kinh doanh vt ln i th cnh tranh m Nokia thc hin. Vi mc tiu gi vng v th dn u th phn in thoi di ng, Nokia bt tay vi rt nhiu i tc nh bi i th cnh tranh.
Nokia, Intel nui gic m lm b ch th trng di ng

C Intel v Nokia u hiu cch duy nht nh bi Microsoft, Google v Apple l hp sc vi nhau phong ta cc thit b di ng, John Strand, gim c cng ty c vn cng ngh Strand Consult ni sau khi cc ng ln trong lnh vc cng ngh tuyn b cc k hoch ca mnh ti Trin lm di ng th gii (MWC). Tuy nhin, theo ng ny, khng phi nhiu nn tng s mang li thnh cng. iu quan trng nht l to c sn phm c ngi dng mong i. Ong khng tm n khu vn rng m ch tm n nhng bng hoa p nht, Strand v von. Cch y 3 thng, Intel v Nokia gy bt ng vi ngnh cng nghip di ng khi trnh din chic in thoi Maemo u tin - kt qu ca d n pht trin 5 nm. Gii phn tch d on Maemo s gip hng c thm nhiu c hi thnh cng trn th trng in thoi cao cp.
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Nokia bt tay hp tc vi FPT pht trin th trng di ng Vit Nam Vi mc ch pht trin mng li thit b di ng ca Nokia ti Vit Nam, cam kt n lc hp tc nhm pht trin cc gii php ni dung s phc v ngi tiu dng Vit Nam, Nokia k kt hp tc chin lc vi FPT. 4. Thch thc (T) 4.1. Doanh thu ang st gim nghim trng

Nokia ang phi i mt vi tnh trng thua l rng khong 913 triu euro so vi li nhun 1,1 t euro ca cng k nm trc. Nguyn nhn chnh l do hng ny b cc nh sn xut in thoi thng minh nh Apple ln lt. Gim c iu hnh OlliPekka Kallasvuo cho hay, doanh s bn hng b hn ch bi tnh trng thiu linh kin". Mc d b thua l nhng th phn ca Nokia trn th trng in thoi vn c duy tr mc 38% vi s tng trng th trng chu u, chu M Latinh, Trung ng v chu Phi. S tng trng ny b p cho s st gim th phn ti Trung Quc, Chu - Thi Bnh Dng v Bc M. Cc chuyn gia phn tch d on, trong nm nay doanh s bn hng trn ton cu ca Nokia s thp hn khong 7% so vi nm 2008 4.2. i th cnh tranh

Nokia ang phi ng u vi i th cnh tranh sng s, v c nhng dng sn phm khng th cnh tranh vi dng sn phm th mnh ca h. L mt nhn vt kh mi trong lnh vc in thoi di ng nhng Apple t ra khng h km cnh lo tng Nokia, thm ch cn ngy cng bnh trng sc mnh, chim th phn ca Nokia sau khi tung ra chic in thoi iPhone vo nm 2007. Nh iPhone, trong qu cui ca nm , hng vt qua Nokia vi mc li nhun cao nht. Mc d lnh vc ch o ca Apple l my tnh, nhng hng ny hin gt hi mc li nhun trn th trng in thoi di ng cao hn bt k nh sn xut no khc. Tuy nhin, tr ngi ln nht ca Apple cng chnh l v sinh sau mun bi i th Nokia l mt trong nhng n v c ng gp nhiu nht nhng cng ngh c bng sng ch vo kho ti sn tr tu chung c s dng nhm thit lp cc tiu chun khng dy th h th hai v th ba. Theo quy nh, cc hng in thoi mun c s dng cc tiu chun ny phi c c s cho php ca n v sng ch. Tng gim c Nokia, Jorma Ollila cho bit cc i th cnh tranh ca Nokia ang tranh th tn dng "l hng" ca dng in thoi cp trung m Nokia li. ng ni: "Thc s c mt th trng ng k cho in thoi cp trung, khch hng ca chng ti ang khng th chuyn t cp thp nht ln cp trung nu h mun
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Sony Ericsson cho rng nhng thnh cng gn y ca h l do mc tiu th mnh ca cc loi in thoi trung v cao cp, phn th trng t lu thng tr bi Nokia, nh sn xut in thoi di ng ln nht th gii. Samsung Electronics tin rng h trc tip dnh th trng t Nokia. Li nhun rng ca Samsung tng gn gp ba trong qu va qua.

Ma trn SWOT
I. im mnh (S) II. im yu (W)

Yu t thuc 1. C li th v thng hiu ni b DN 2.Sn phm cho mi khch hng

1.Sn phm cha p ng nhu cu ca khch hng

2.Cha c th trng cc nc 3. Dch v chm sc khch hng M, Nht Bn tt 4.T v trc cc c sc Yu t thuc 5.Chui cung ng tt mi trng KD I. C Hi (O) -S5O1: pht trin sn phm c -W1O12: nghin cu tm l nhiu tnh nng khch hng a ra dng sn phm p ng nhu cu cua khch 1.Cho ra i nhng sn phm hng cng ngh cao -S345O12:tng th phn cho cng ty -S2O12:m rng quan h hp 2.M rng quan h hp tc vi cc i tc -S2O1: duy tr sn xut nhng tc,pht trin sn phm c gi hp l,ph hp vi nhu cu dng sn phm c, ng thi nghin cu v pht trin dng ngi NB v M thm nhp 2 th trng kh tnh ny sn phm mi II. Thch thc (T) -S1234T1 : tn dng nhng u -:1T1W thay i CLKD tng im tng doanh thu doanh thu 1.Doanh thu ang st gim nghim trng -S1235T2: nh bi i th cnh tranh,to nim cho khc hng trung thnh ca cng ty 2.i th cnh tranh

BI 5 : LP MA TRN SWOT V XC NH CHIN LC PH HP


I. Phn tch ma trn swot

Qua phn tch, nh gi cc im mnh v im yu ca Viettel ta c th thy c tim nng ca cng ty c th c nhn din v nh gi qua ba kha cnh ch yu: Kh nng m rng th phn. Kh nng mang li cho khch hng nhiu li ch hn t cc hng ha v dch v m h mua. Kh nng to ra cc sn phm c o v kh bt chc. T ta c ma trn v cc im mnh, yu, cc c hi v thch thc ca cng ty (ma trn swot) PHN TCH MA TRN SWOT NHNG IM MNH - S NHNG IM YU W 1. B phn Marketing hiu 1. Thiu kinh nghim trong qu 2. Vn ha ca cng ty qun l. 2. Chm ci t

3. Ngun nhn lc tr v 3. B phn ti chnh yu CC C HI O trng kinh t ang phc hi. nng ng M rng th trng, tng th Ci cch b my qun l, kinh doanh t chc l, cn thit

1. M rng kinh doanh do tng phn, m rng hot ng nhanh chng sa i c ch 2. Ngun lao ng di do v nhu Tng quy m hot ng, u S dng ngun lao ng hp cu s dng cng ngh tng cao do t ra th trng nc ngoi dn s tng. do xu hng quan tm ti gia nh CC MI E DA T tranh ngy cng khc lit hng li do pht trin cng ngh 3. Nhu cu v a dng ha dch v v cc hnh thc Marketing ngy cng cao
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Pht trin thm sn phm v Tn trung ti chnh u t nh. mn nhu cu khch hng ln Trng dng ngi ti, pht Tng cng qun l, nhanh chng ci t Ct gim chi tiu Tng cng Marketing

3. Nhu cu thng tin lin lc tng dch v mi ch yu l gia cho cc dch v ch yu tha

1. Doanh thu c th gim do cnh trin ngun nhn lc 2. Cnh tranh ngnh phi nh Pht trin cng ngh

1. Chin lc S-O:S dng nhng im mnh tn dng nhng c hi ca th trng. - Phi hp O1 vi S1: khi nn kinh t ang phc hi to iu kin cho cng ty m rng th trng l c hi tt cho cng ty. Viettel l mt trong nhng cng ty ln trong linh vc vin thng, tuy ch l cng ty mi hnh thnh cch ay khng lu, vi im mnh ca viettel l c b phn marketing hot ng hiu qu. Viettel nhn din v chp ly thi c tt m rng th trng, tng th phn, m rng hot ng kinh doanh bng cch n lc tip th qung co mnh m, tng cng cc hot ng qung co trn truyn hnh, internet, bo ch, bng rn - Phi hp O2 vi S2: Vit Nam l nc c ngun lao ng di do, c t l tng dn s cao dn n nhu cu s dng cc dch v cng ngh tng cao l c hi cho cc cng ty vin thng. Viettel c truyn thng tt v cc yu tt vn ha ca cng ty, chnh im mnh to nn li th ln cho viettel thu ht cc ngun lao ng c cht lng. Khi cng ty s c mt i ng nhn vin tr v nng ng to iu kin thun li cho vic tng quy m hot ng trong lnh vc vin thng nh di ng, internet, home phone, bu chnh ng thi cn u t nhng ngnh khc nh xy lp, bt ng sn, ti chnh v u t ra th trng nc ngoi nh Camphuchia v Lo. - Phi hp O3 vi S3: Vi th mnh ca mnh l c i ng nhn vin tr v nng ng, Viettel nhn thc c c hi ca th trng l xu hng quan tm n gia nh ngy cng nhiu dn n nhu cu v thng tin lin lc cng tng ln. Tn dng th mnh ca mnh, Viettel tin hnh y mnh nghin cu a ra cc sn phm hng n gia nh nh a ra gi cc cha-con (vi thu bao tr trc), gi Family (vi thu bao tr sau) tha mn nhu cu . 2. Chin lc kt hp O-W: Khc phc im yu nm bt c hi, tn dng c hi hn ch im yu. - Phi hp O1 vi W1: Khc phc im yu trong vic thiu kinh nghim trong qun l bng cch nhanh chng ci cch b my qun l, nhanh chng sa i c ch t chc qun l. Nhm to dng li th cho cng ty tip nhn c hi m rng th trng ca nn kinh t ang phc hi y mnh cc hot ng kinh doanh.
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- Phi hp O2 vi W2: Vi ngun lao ng di do hin nay v nhu cu s dng cng ngh tng cao do dn s tng l c hi cho cng ty khc phc im yu ca mnh l c b my chm ci t. C hi m ra gip cng ty c th tuyn chn c nhng lao ng c cht lng, tr trung, nng ng v cn thit xy dng li b my ca cng ty cho ph hp vi iu kin pht trin ca nn kinh t. - Phi hp O3 vi W3: Nhu cu thng tin lin lc tng do xu hng quan tm n gia nh l c hi cho cng ty Viettel c th hn ch c im yu ca mnh trong nhng hn ch v ngun ti chnh yu km ca cng ty. Khi nhu cu thng tin lin lc tng ln s m ra mt th trng ln cho Viettel, Viettel khng th u t ti chnh cho tt c cc th trng m Viettel s chn cho mnh nhng th trng ln nh th trng vng nng thn u t ti chnh, t Viettel s thu c mt lng ln tin b sung vo ngn qu ca cng ty khc phc c im yu v ti chnh. 3. Chin lc S-T: S dng cc im mnh hn ch v n trnh cc mi e da t mi trng bn ngoi. - Vi th mnh ca mnh l c mt b phn Marketing hot ng hiu qu, Viettel c th xy dng cc chin lc marketing tt nh thc hin qung co mnh m, tng cng cc hot ng qung co trn truyn hnh, internet, bo ch, bng rn, xy dng nn cc chng trnh khuyn mi hp dn nh tng thm tin khi np th (c th l 25%, hay 50%) kch thch nhu cu i vi th trng. Thu ht mi ngi quan tm n Viettel nhiu hn, nhm tng s lng ngi s dng mng Viettel t c th tng doanh thu, to c li th cnh tranh trn th trng. - Vi i ng nhn vin tr v nng ng, h c th d dng tip cn vi nhng xu hng pht trin ca cng ngh, c th a ra cc k hoch nhm thay i cng ngh mi cho cng ty ph hp vi nhu cu ca th trng ngy cng cao. ng thi, thay i cng ngh cn gip cho Viettel c c im mnh trong cnh tranh vi cc tp on vin thng ln khc nh Mobifone, Beline Sfone 4. Chin lc W-T: Ti thiu ha cc im yu trnh khi mi e da. - Ti thiu ho im yu W1, W2 trnh e da T1, T2. Thc hin khuyn khch, u tin tuyn lao ng c trnh cao cho cc b phn nhn s, marketing Thc hin tuyn dng cc v tr quan trng qua cc cng ty mi gii nhn s chn c nhn lc qun l tim nng. Tip tc t chc cc kha o to hun luyn cho cn b qun , cn b cp
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chuyn vin v nhn vin thc hin cng vic. T c th nng cao kh nng qun l ca cc b phn ni chung cng nh ton cng ty ni ring gp phn ci t b my qun l ni ring cng nh ton cng ty. ng thi tng cng i mi cc trang thit b, cng ngh tin tin hn. Qua c th trnh c cc mi e da t bn ngoi nh doanh thu c th gim do cnh tranh ngy cng khc lit, cnh tranh ngnh phi nh hng li do pht trin cng ngh. - Khc phc hn ch W3 trnh c mi e da T3: Cn phi u t lng ti chnh thch hp cho cc sn phm, dch v v cc hot ng marketing nh xy dng chin lc marketing thch hp cho tng loi sn phm, dch v. Nhng vn m bo p ng c cc tiu ch cht lng ca sn phm v ca chng trnh marketing c th hng n cc i tng khch hng. T hn ch phn no mi e da ca th trng l c nhu cu v a dng ha dch v v cc hnh thc Marketing ngy cng cao. II. Xc nh cc phng n chin lc thch hp. 1. Kt hp im mnh S1, S2, S3 vi cc c hi O1, O2, a ra chin lc thm nhp th trng. - Viettel l mng di ng c th phn thu bao chim 36,72% (2011) trn ton th trng thu bao di ng Vit Nam. Vit Nam, Viettel l mng di ng c sng phn b rng nht vi hn 42000 trm BTS (bao gm c 2G v 3G). Bn cnh , Viettel cn pht trin ra th trng quc t vi hai nc l Campuchia v Lo. Vi chin lc thm nhp th trng, Cng ty cn phi cng c v m rng cc th trng truyn thng trong nc ng thi y mnh pht trin i vi cc th trng tim nng v pht trin ra th trng quc t. Tung ra cc sn phm v dch v cht lng vi gi c ph hp. Thc hin phn chia th trng ra cc on, cc i tng khch hng khc nhau a ra cc gi dch v kt hp vi cc chng trnh khuyn mi thch hp. T tin hnh thm nhp vo tng on th trng, tng i tng khch hng mt cch d dng hn. i vi th trng quc t, th y l mt th trng mi i vi Viettel. Viettel cn c cc chnh sch thch hp gia tng kh nng cnh tranh ca mnh so vi cc i thu. Bn cnh ch tiu cht lng th cn a ra chnh sch gi thch hp kch thch cc i tng khch hng trong th trng mi.
2. Kt hp cc im mnh S1, S2, S3 vi c hi O1 a ra chin lc pht trin th

trng.
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Da vo tim lc mnh vi cc hot ng Marketing hiu qu, truyn thng cng ty, i ng nhn vin tr v nng ng, th phn ln, h thng phn phi bn hng rng khp c nc,.. thc hin cc chin lc th trng: - i vi th trng trong nc: Ci thin h thng phn phi, n lc a h thng sng n vng su, vng xa cc vng nng thn. Ci thin cc dch v i vi tng i tng khch hng, a ra cc hnh thc khuyn mi hp dn hn i vi cc dch v. Tng cng cc hot ng Marketing tuyn truyn, qung co thng qua ti vi, internet, t ri, bng rn..... hng n cc i tng khch hng khc nhau. ng thi, vi s pht trin hin nay th nhu cu ca con ngi cng thay i vi nhng i hi cao hn. Cng ty cn nhn thc nhu cu ca khch hng a ra cc sn phm, dch v m bo p ng nhu cu, th hiu ca khch hng. - i vi th trng quc t: Tng cng hot ng xc tin thng mi, tm bn hng nc ngoi, tham gia hi tr trin lm, c nhn vin i tm hiu th trng v tm i tc nc ngoi. Tn dng th mnh ca mnh a ra cc chnh sch nhm m rng v pht trin th trng nc ngoi. 3. Kt hp cc im mnh S1, S2, S3 vi c hi O3 a ra chin lc pht trin sn phm. - Pht trin sn phm l chin lc tng doanh thu bng vic ci tin hoc sa i cc sn phm, dch v hin c tng tiu th trn th trng hin ti. Viettel cn tn dng nhng th mnh ca mnh d tng cng cc hot ng RD v chi ph, nhn lc v thit b nhm to ra nhng sn phm, dch v c cht lng cao hn. - Nghin cu v cho ra i cc sn phm, dch v cc chng trnh khuyn mi mi, l, hp dn, cht lng hiu r v p ng cc nhu cu ngy cng cao ca khch hng v ph hp vi thu nhp ca h, to nim tin v kh nng nhn bit v thng hiu ca cng ty trong tm tr ca khch hng.

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