<p> <br/></p>目录 <p></p><p></p><p>以下是本样本目录表。注意，当你作好你的商业计划书后，要重新编排页码。有关图表信息请参阅本样本第九章，提供这些信息资料的编排意见。 </p><p></p><p></p><p>  </p><p></p><p></p>第一章：摘要......................................................................................................................................................................... 3 <p></p><p></p>第二章：公司介绍................................................................................................................................................................ 6 <p></p><p></p>一、宗旨（任务）.............................................................................................................................................................. 6 <p></p><p></p>二、公司简介....................................................................................................................................................................... 6 <p></p><p></p>三、公司战略....................................................................................................................................................................... 7 <p></p><p></p>1．产品及服务A：....................................................................................................................................................... 7 <p></p><p></p>2．产品及服务B，等等：.......................................................................................................................................... 8 <p></p><p></p>3．客户合同的开发、培训及咨询等业务：........................................................................................................... 8 <p></p><p></p>四、技术............................................................................................................................................................................... 8 <p></p><p></p>1、专利技术：............................................................................................................................................................... 8 <p></p><p></p>2、相关技术的使用情况（技术间的关系）：......................................................................................................... 8 <p></p><p></p>五、价值评估....................................................................................................................................................................... 9 <p></p><p></p>六、公司管理....................................................................................................................................................................... 9 <p></p><p></p>1．管理队伍状况........................................................................................................................................................... 9 <p></p><p></p>2．外部支持：............................................................................................................................................................. 10 <p></p><p></p>3．董事会：................................................................................................................................................................. 10 <p></p><p></p>七、组织、协作及对外关系：...................................................................................................................................... 10 <p></p><p></p>八、知识产权策略............................................................................................................................................................ 11 <p></p><p></p>九、场地与设施................................................................................................................................................................ 12 <p></p><p></p>十、风险............................................................................................................................................................................. 12 <p></p><p></p>第三章：市场分析............................................................................................................................................................. 13 <p></p><p></p>一、市场介绍..................................................................................................................................................................... 13 <p></p><p></p>二、目标市场..................................................................................................................................................................... 14 <p></p><p></p>三、顾客的购买准则........................................................................................................................................................ 15 <p></p><p></p>四、销售策略..................................................................................................................................................................... 16 <p></p><p></p>五、市场渗透和销售量................................................................................................................................................... 16 <p></p><p></p>第四章，竞争性分析......................................................................................................................................................... 17 <p></p><p></p>一、竞争者......................................................................................................................................................................... 17 <p></p><p></p>二、竞争策略或消除壁垒............................................................................................................................................... 18 <p></p><p></p>1．竞争者[A，B等]................................................................................................................................................... 18 <p></p><p></p>第五章；产品与服务......................................................................................................................................................... 19 <p></p><p></p>一、产品品种规划............................................................................................................................................................ 19 <p></p><p></p>二、研究与开发................................................................................................................................................................ 20 <p></p><p></p>三、未来产品和服务规划............................................................................................................................................... 20 <p></p><p></p>四、生产与储运................................................................................................................................................................ 20 <p></p><p></p>五、包装............................................................................................................................................................................. 21 <p></p><p></p>六、实施阶段..................................................................................................................................................................... 21 <p></p><p></p>七、服务与支持................................................................................................................................................................ 21 <p></p><p></p>第六章  市场与销售......................................................................................................................................................... 22 <p></p><p></p>一、市场计划..................................................................................................................................................................... 22 <p></p><p></p>二、销售策略..................................................................................................................................................................... 23 <p></p><p></p>1、实时销售方法......................................................................................................................................................... 23 <p></p><p></p>2、产品定位................................................................................................................................................................. 23 <p></p><p></p>三、销售渠道与伙伴........................................................................................................................................................ 23 <p></p><p></p>四、销售周期：................................................................................................................................................................ 25 <p></p><p></p>五、定价策略..................................................................................................................................................................... 26 <p></p><p></p>1、产品、服务：......................................................................................................................................................... 26 <p></p><p></p>2、产品/服务B............................................................................................................................................................ 27 <p></p><p></p>六、市场联络；................................................................................................................................................................ 27 <p></p><p></p>1、贸易展销会............................................................................................................................................................. 27 <p></p><p></p>2、广告宣传................................................................................................................................................................. 28 <p></p><p></p>3、新闻发布会............................................................................................................................................................. 28 <p></p><p></p>4、年度会议/学术讨论会......................................................................................................................................... 28 <p></p><p></p>5、国际互联网促销.................................................................................................................................................... 28 <p></p><p></p>6、其它促销因素......................................................................................................................................................... 28 <p></p><p></p>7、贸易刊物、文章报导............................................................................................................................................ 29 <p></p><p></p>8、直接邮寄................................................................................................................................................................. 29 <p></p><p></p>七、社会认证..................................................................................................................................................................... 29 <p></p><p></p>第七章  财务计划............................................................................................................................................................. 29 <p></p><p></p>一、财务汇总..................................................................................................................................................................... 29 <p></p><p></p>二、财务年度报表............................................................................................................................................................ 30 <p></p><p></p>三、资金需求..................................................................................................................................................................... 30 <p></p><p></p>四、预计收入报表............................................................................................................................................................ 31 <p></p><p></p>五、资产负债预计表：................................................................................................................................................... 32 <p></p><p></p>六、现金流量表：............................................................................................................................................................ 32 <p></p><p></p>第八章  附录....................................................................................................................................................................... 32 <p></p><p></p>一、[你公司或项目]的背景与机构设置：................................................................................................................ 33 <p></p><p></p>二、市场背景：................................................................................................................................................................ 33 <p></p><p></p>三、管理层人员简历........................................................................................................................................................ 34 <p></p><p></p>五、行业关系..................................................................................................................................................................... 34 <p></p><p></p>六、竞争对手的文件资料：........................................................................................................................................... 34 <p></p><p></p>七、公司现状..................................................................................................................................................................... 34 <p></p><p></p>八、顾客名单..................................................................................................................................................................... 35 <p></p><p></p>九、新闻剪报与发行物：............................................................................................................................................... 35 <p></p><p></p>十、市场营销..................................................................................................................................................................... 35 <p></p><p></p>十一、专门术语................................................................................................................................................................ 35 <p></p><p></p>第九章  图表....................................................................................................................................................................... 35 <p></p><p></p><p></p>

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