發(fā)布時(shí)間：2018-10-14 10:56

【摘要】：在教育行業(yè)競(jìng)爭(zhēng)逐漸顯赫的背景下,教育培訓(xùn)行業(yè)已經(jīng)逐步發(fā)展成直接把市場(chǎng)目標(biāo)定位于特定的消費(fèi)群體,進(jìn)行符合消費(fèi)群體的教育需求。JS教育培訓(xùn)公司,在逐漸發(fā)展出區(qū)別于同行業(yè)其他機(jī)構(gòu)的差異性營(yíng)銷策略的同時(shí),該如何制定營(yíng)銷策略,以獲得更高的社會(huì)效益和經(jīng)濟(jì)效益,成為教育培訓(xùn)機(jī)構(gòu)高管們首先思考的重要問(wèn)題。本文圍繞STP定位理論以及4P-4C-4R營(yíng)銷組合理論,運(yùn)用SWOT分析對(duì)JS教育培訓(xùn)公司所面臨的運(yùn)營(yíng)環(huán)境,及公司內(nèi)部的營(yíng)銷狀況進(jìn)行詳細(xì)分析,發(fā)現(xiàn)了JS教育培訓(xùn)公司在當(dāng)前行業(yè)競(jìng)爭(zhēng)激烈的環(huán)境下,存在市場(chǎng)定位不清晰、課程設(shè)置形式單一、課后服務(wù)流程繁瑣、課程定價(jià)偏高、校址遠(yuǎn)離學(xué)區(qū)、拓展渠道投入比高、市場(chǎng)推廣成本較高昂、廣告宣傳缺乏針對(duì)性等問(wèn)題,其當(dāng)前的營(yíng)銷方式較落后。為了解決培訓(xùn)公司營(yíng)銷中的關(guān)鍵性問(wèn)題,文中試圖運(yùn)用所學(xué)的相關(guān)營(yíng)銷管理理論,加以分析和解決。首先,運(yùn)用營(yíng)銷STP定位理論,對(duì)本公司的市場(chǎng)細(xì)分、目標(biāo)市場(chǎng)選擇與定位這三方面的市場(chǎng)營(yíng)銷核心問(wèn)題展開深入研究與分析。其次,運(yùn)用4P-4C-4R營(yíng)銷組合理論,提出具體的有實(shí)際針對(duì)性和可操作性的營(yíng)銷策略來(lái)完善培訓(xùn)公司的營(yíng)銷方案,如延伸現(xiàn)有產(chǎn)品、加強(qiáng)課程靈活性、豐富服務(wù)形式并簡(jiǎn)化服務(wù)流程、調(diào)整線上課時(shí)費(fèi)用、降低人員管理成本、維護(hù)媒介口碑營(yíng)銷、開發(fā)個(gè)性化O2O智能平臺(tái)學(xué)習(xí)管家、建立特許經(jīng)營(yíng)招商渠道、多維度選取培訓(xùn)場(chǎng)地、挖掘線上潛在客戶群等。最后提出了JS教育培訓(xùn)公司在中國(guó)教育市場(chǎng)行業(yè)上的營(yíng)銷策略實(shí)施計(jì)劃表與實(shí)施戰(zhàn)略保障、技術(shù)保障、財(cái)務(wù)保障以及人力資源保障四方面保障措施。本文從一家培訓(xùn)公司角度,立足特定消費(fèi)群體,研究教育產(chǎn)品的營(yíng)銷策略同時(shí),對(duì)JS教育培訓(xùn)公司的營(yíng)銷策略提供了理論支持和策劃方案,并在此基礎(chǔ)上,期待能幫助更多教育培訓(xùn)企業(yè)充分利用互聯(lián)網(wǎng)線上媒介實(shí)時(shí)監(jiān)控、后臺(tái)數(shù)據(jù)分析、構(gòu)建推廣內(nèi)容并評(píng)估風(fēng)險(xiǎn)、O2O智能平臺(tái)學(xué)習(xí)管家等來(lái)實(shí)施市場(chǎng)營(yíng)銷。相信實(shí)施改進(jìn)的營(yíng)銷方案,JS教育培訓(xùn)公司會(huì)逐步成為全國(guó)個(gè)性化教育培訓(xùn)領(lǐng)域的領(lǐng)先機(jī)構(gòu)。
[Abstract]:Under the background of education industry competition becoming more and more prominent, education and training industry has gradually developed into a direct market target targeted at specific consumer groups to meet the educational needs of consumer groups. JS Education and training Company, While gradually developing different marketing strategies which are different from other organizations in the same industry, how to formulate marketing strategies in order to obtain higher social and economic benefits has become an important issue for senior executives of educational and training institutions to think about first. Based on STP positioning theory and 4P-4C-4R marketing combination theory, this paper uses SWOT analysis to analyze the operating environment faced by JS education and training company, and the marketing situation within the company. It is found that in the current competitive environment of JS education and training company, the market position is not clear, the course setting form is single, the after-school service process is cumbersome, the course pricing is on the high side, the school site is far away from the school district, and the investment ratio of expanding the channel is high. The cost of marketing is high, the advertising is short of pertinence and so on. In order to solve the key problems in training company marketing, this paper tries to use the relevant marketing management theory to analyze and solve the problem. First of all, using the marketing STP positioning theory, this paper makes a deep research and analysis on the marketing core issues of our company in three aspects: market segmentation, target market selection and positioning. Secondly, using the theory of 4P-4C-4R marketing combination, the author puts forward specific marketing strategies to perfect the marketing scheme of the training company, such as extending the existing products, strengthening the flexibility of courses, enriching the service forms and simplifying the service flow. Adjust line cost in class, reduce staff management cost, maintain media reputation marketing, develop personalized O2O intelligent platform learning housekeeper, establish franchising channels to attract investors, select training sites in many dimensions, and excavate potential customer base on line. Finally, the paper puts forward the marketing strategy implementation schedule of JS education and training company in Chinese education market and its implementation strategy guarantee, technical guarantee, financial guarantee and human resource guarantee. From the perspective of a training company, based on a specific consumer group, this paper studies the marketing strategy of educational products. At the same time, it provides theoretical support and planning scheme for the marketing strategy of JS education and training company, and on this basis, It is expected to help more educational and training enterprises make full use of online media real-time monitoring, background data analysis, construction of promotional content and risk assessment, O2O intelligent platform learning butler to implement marketing. We believe that with the improved marketing program, JS will gradually become the leading organization in the field of personalized education and training.
【學(xué)位授予單位】：上海外國(guó)語(yǔ)大學(xué)
【學(xué)位級(jí)別】：碩士
【學(xué)位授予年份】：2017
【分類號(hào)】：F274

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