1. Our research show that no company can succeed today by trying to be all things to all
people.It must instead find the unique value that it alone can deliver to a chosen market.
我们的调查表明，没有一家公司能够做到面面俱到，满足所有人的需求而成功。相反，他必须找到一种特定的价值观为其所选定的市场服务。
2. The first value discipline we call operational execellence. Companies that pursue this are not
primarilyproduct orservice innovators, nor do they cultivate deep, one-to-one relationships with customers.
第一种价值类型我们称之为运作卓越型。追求这种价值的公司既不是产品和服务的革新者，也不培养和顾客一对一的密切关系。
3. The third value discipline we have named customer intimacy. Its adherents focus on
delivering not what the market wants but what specific customers want. Customer-intimate companies do not pursue one-time transactions; they cultivate relationships. They specialize in satisfying unique needs; which ofen only they recongnize, through a close relationship with –and intimate knowledge of—the customer.
第三种价值类型我们称之为亲密顾客类型。这类公司着重提供的不是市场的需求，而是
特定顾客群体的需要。与顾客关系密切的公司追求的不是一次性的交易，他们培养与顾客之间的关系。他们满足顾客的特殊需求，而这些需求，只有靠他们和顾客建立密切关系，深入了解才能获知。
4. We have the best solution for you, and we provide all the support you need to achieve
optimum results, or value, or both, from whatever products you buy.
我们为你提供最佳解决方法，提供你所需的一切支持以达到你所购买的任何产品的最佳效果或价值，或两者兼顾。
5. Operationnally excellent companies deliver a combination of quality, price, and ease of
purchase that no one else in their market can match. They are not product or service innovators, nor do they cultivate one-to-one relationships with customers.
运作卓越型公司提供一种质量，价格 购物便利的组合，这是市场上其他公司无法与之
相比的。他们不是产品和服务的革新者，也不发展与顾客一对一的密切关系。
6. Companies pursuing product leadership continually push products into the realm of the
unknown, theuntried, or the highy desirable. Reaching that goal requires that they challenge themselves in three ways.
追求产品领先地位的公司不断努力生产出别人未知的，未曾尝试过的，或极具吸引人的
产品。要想达到这个目标要求，他们必须在三个方面挑战自我。
7. Product leaders create and maintain an environment that encourages employees to bring
ideas into the company and, just as important, to listen to and consider these ideas, however unconventional.
产品领先公司创建和保持一种环境，鼓励员工把新想法带入公司，不管这些想法多么不
合常规也要倾听和考虑。
8. Companies excelling in product leadership do not plan for every possible contingency, nor do
they spend much time on detailed analysis.Their strength lies in reacting to situation as they occur. Fast reaction times are an advantage when dealing with the unknown.
以产品领先而著称的公司不为每一个可能发生的意外事件做计划，也不花太多的时间做详细分析。他们的力量体现在对所发生的情况做出反应。当处理未知的事情时，快速反应是优势。
1. Our research show that no company can succeed today by trying to be all things to all
people.It must instead find the unique value that it alone can deliver to a chosen market.
我们的调查表明，没有一家公司能够做到面面俱到，满足所有人的需求而成功。相反，他必须找到一种特定的价值观为其所选定的市场服务。
2. The first value discipline we call operational execellence. Companies that pursue this are not
primarilyproduct orservice innovators, nor do they cultivate deep, one-to-one relationships with customers.
第一种价值类型我们称之为运作卓越型。追求这种价值的公司既不是产品和服务的革新者，也不培养和顾客一对一的密切关系。
3. The third value discipline we have named customer intimacy. Its adherents focus on
delivering not what the market wants but what specific customers want. Customer-intimate companies do not pursue one-time transactions; they cultivate relationships. They specialize in satisfying unique needs; which ofen only they recongnize, through a close relationship with –and intimate knowledge of—the customer.
第三种价值类型我们称之为亲密顾客类型。这类公司着重提供的不是市场的需求，而是
特定顾客群体的需要。与顾客关系密切的公司追求的不是一次性的交易，他们培养与顾客之间的关系。他们满足顾客的特殊需求，而这些需求，只有靠他们和顾客建立密切关系，深入了解才能获知。
4. We have the best solution for you, and we provide all the support you need to achieve
optimum results, or value, or both, from whatever products you buy.
我们为你提供最佳解决方法，提供你所需的一切支持以达到你所购买的任何产品的最佳效果或价值，或两者兼顾。
5. Operationnally excellent companies deliver a combination of quality, price, and ease of
purchase that no one else in their market can match. They are not product or service innovators, nor do they cultivate one-to-one relationships with customers.
运作卓越型公司提供一种质量，价格 购物便利的组合，这是市场上其他公司无法与之
相比的。他们不是产品和服务的革新者，也不发展与顾客一对一的密切关系。
6. Companies pursuing product leadership continually push products into the realm of the
unknown, theuntried, or the highy desirable. Reaching that goal requires that they challenge themselves in three ways.
追求产品领先地位的公司不断努力生产出别人未知的，未曾尝试过的，或极具吸引人的
产品。要想达到这个目标要求，他们必须在三个方面挑战自我。
7. Product leaders create and maintain an environment that encourages employees to bring
ideas into the company and, just as important, to listen to and consider these ideas, however unconventional.
产品领先公司创建和保持一种环境，鼓励员工把新想法带入公司，不管这些想法多么不
合常规也要倾听和考虑。
8. Companies excelling in product leadership do not plan for every possible contingency, nor do
they spend much time on detailed analysis.Their strength lies in reacting to situation as they occur. Fast reaction times are an advantage when dealing with the unknown.
以产品领先而著称的公司不为每一个可能发生的意外事件做计划，也不花太多的时间做详细分析。他们的力量体现在对所发生的情况做出反应。当处理未知的事情时，快速反应是优势。