恒安消費(fèi)產(chǎn)品銷售培訓(xùn)-銷售預(yù)測(cè)-wenkub
2023-05-29 15:40:15 本頁面
【正文】 ight products in the right place at the right time Benefits of Sales Forecasting 銷售預(yù)測(cè)的好處 ? 更有效的提高生產(chǎn)線的利用率 – 生產(chǎn)成本降低 ? 它是銷售部門業(yè)績表現(xiàn)的前期寫照 ，能讓管理預(yù)先了解 – 銷售是否按計(jì)劃照常進(jìn)行 ﹖ – 是否有足夠的業(yè)務(wù)量來保証盈虧平衡 ﹖ ? 提高反饋時(shí)間和準(zhǔn) 時(shí) 送貨率 – 所需的產(chǎn)品準(zhǔn)時(shí)送到目的地 Sales Forecasting Page 6 Use of Sales Forecasts 銷售預(yù)測(cè)的應(yīng)用 ? Production – production scheduling – inventory control ? Purchasing – determination of procurement requirements – scheduling of purchases to get favorable prices ? Marketing – formulation of marketing strategies for products – setting of sales quotas – scheduling of advertising expenditures and sales promotions ? 生產(chǎn) –生產(chǎn)計(jì)劃 –庫存控制 ? 采購 – 確定 采購 需求 –編排采購計(jì)劃 ﹐ 以便獲得更優(yōu)惠的價(jià)格 ? 營銷 –制定公司的產(chǎn)品營銷策略 –設(shè)定銷售額 –制定廣告費(fèi)用計(jì)劃和促銷計(jì)劃 Sales Forecasting Page 7 ? Personnel – planning of manpower requirements ? Finance – establishing of operating budgets – cash flow planning,capital budget / expenditure decisions ? Top Management – overall planning and control of operations of the pany Use of Sales Forecasts 銷售預(yù)測(cè)的應(yīng)用 ? 人事 –編排人力資源計(jì)劃 ? 財(cái)務(wù) –制定運(yùn)作費(fèi)用 –現(xiàn)金流計(jì)劃 ﹑ 資金預(yù)決算方案 ? 高 層 管理 –綜合分析公司的所有計(jì)劃并負(fù)責(zé)公司的營運(yùn) ﹗ Sales Forecasting Page 8 Influences of Forecast Accuracy 影響預(yù)測(cè)準(zhǔn)確性的因素 ? Factors that influence forecast accuracy: – Quality of customer provided information – Quality of salesman analysis of customer provided information – Availability of product demand history ? 影響預(yù)測(cè)準(zhǔn)確性的因素 – 客戶提供的信息的質(zhì)量 – 業(yè)務(wù)員分析客戶所提供的信息的質(zhì)量 – 有可利用的產(chǎn)品需求歷史紀(jì)錄 Sales Forecasting Page 9 – Other available history (., new products, design changes, changes in customer base, promotional actions, economic indicators) – Including right gro
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