This article mainly introduces the fourth part of the eleventh "Nine Earthly Chapters" in Sun Tzu's Art of War, which is the key to attacking the enemy.

1、 Analysis of the Art of War

The so-called good use of troops in ancient times can keep the enemy from moving forward and backward, the few from relying on each other, the high and low from saving each other, the high and low from collecting each other, the soldiers from leaving without gathering, and the troops from uniting. Move in line with interests, and go up against interests. Dare to ask: "How will the enemy deal with the enemy when he gathers together in the future?" Say: "Take his love first, and then listen." The feelings of the soldiers should focus on speed, take advantage of people's lack of strength, and attack what they don't stop.

It means:

Sun Tzu said: In ancient times, people who were good at commanding operations could make the forces in front of and behind the enemy unable to take into account each other, the main force and small scattered forces could not rely on each other, the officers and men could not rescue each other, they could not close up because they were isolated from each other, and the soldiers could not be concentrated because they were scattered. Even if they were not integrated, they would not be orderly. Take action when your team is good, and stop when your team is bad. Excuse me: "If the enemy has a large number of troops and invades us in a strict array, what should we do to him?" The answer is: "Go first to seize the enemy's vital points, that is, where he suffers, it will make him passive and obey us." The reason for using troops is to act quickly. We should take advantage of the opportunity when the enemy is unprepared to take an unexpected path, Go and attack places where the enemy is not on guard.

People who are good at using troops, because they can know themselves and the enemy, know the heaven and the earth, so they can use troops quickly, attack the enemy unprepared, know what the enemy loves, hit the nail on the head, restrain and cut off the contact and rescue of the enemy forces, and make them lose combat effectiveness.

In the Anti Japanese War, Comrade Liu Bocheng successfully commanded the Shentou Ridge battle. At that time, according to the characteristics of the enemy's sensitivity to its vital place - the logistics support base, Liu Shuai first used a battalion of troops to attract the enemy in Lucheng to cross the Shentou Ridge, so as to clamp down the troops and surprise attack Licheng, an important supply place of the Japanese army. Three regiments were also used as the main offensive troops to set an ambush on three sides of Shentou Ridge between Licheng and Lucheng. When the battle of the surprise attack on Licheng started, the enemy of Lucheng rushed to ask for help, and our ambush troops suddenly attacked fiercely. After more than two hours of fierce fighting, we wiped out more than 1500 enemy troops. Even the Japanese army had to admit that Liu Shuai's tactics were "the first-class guerrilla tactics in China".

2、 Ancient and modern examples

In Sun Tzu's Art of War - Nine Places, "Sun Tzu said that all the methods of military use include scattered ground, light ground, contested ground, crossed ground, Qudi, heavy gold, ruined ground, besieged ground and dead ground.

That is, according to the principle of military use, the battlefield can be divided into nine categories: scattered, light, contested, crossed, Quzhou, heavy, destroyed, besieged and dead.

Sun Tzu's above ideas, when applied to business war, are about regional market segmentation. Regional market segmentation means that enterprises segment markets according to the geographical location, terrain and climate of consumers, and then select one or several sub markets or sub markets as target markets.

For consumer goods with broad sales, regional segmentation is often the first step in market segmentation. This is especially true in China, which has a vast territory, a large population and ethnic groups, and different customs.