恒安消費(fèi)產(chǎn)品銷售培訓(xùn)-銷售預(yù)測(cè)(參考版)
2025-05-27 15:40本頁(yè)面
【正文】 Sales Forecasting 銷售預(yù)測(cè) HengAn Consumer Products 恒安消費(fèi)產(chǎn)品 Sales Training 銷售培訓(xùn) Sales Forecasting Page 2 Key Concept 主要觀點(diǎn) ? Sales forecasting is the process of anizing and analyzing information in a way that makes it possible to estimate future sales ? Sales forecasting is the responsibility of the individual salesman ? Salesman are accountable for the accuracy of their forecast ? 銷售預(yù)測(cè)就是利用掌握的信息來(lái)盡可能 地分析未來(lái)的銷售狀況的過(guò)程 ? 銷售預(yù)測(cè)需要每個(gè)銷售人員獨(dú)立負(fù)責(zé) ﹗ ? 銷售人員需確保預(yù)測(cè)的準(zhǔn)確性 Sales Forecasting Page 3 Why Do A Sales Forecast? 為什么要做銷售預(yù)測(cè)呢 ? ? When done well it provides sales management with a management tool to review trends in the market, it helps track and report opportunities and ensures product availability ? 如果這項(xiàng)工作做好了 ﹐ 它將成為銷售管理者用來(lái)展望市場(chǎng)發(fā)展趨勢(shì)的有力工具 ﹐ 而且可以幫助他們跟蹤并發(fā)現(xiàn)市場(chǎng)機(jī)會(huì) ﹐ 從而確保公司的發(fā)展 Sales Forecasting Page 4 Benefits of Sales Forecasting 銷售預(yù)測(cè)的好處 ? Factory Planning Bees More Efficient – Improves material planning and supplier relationships ? reduces lead time and material costs – Improves management of Work in Process ? lower cost and lower inventory ? Better Control of Finished Goods Inventory – Lower inventory level improves profitability – High levels of obsolete products is a profit nightmare ? 工廠的計(jì)劃變的更有效 ﹗ –改進(jìn)原料計(jì)劃 ﹐ 改善與供貨商的關(guān)系 ﹐ ? 縮短交貨期 ﹐ 降低成本 –改進(jìn)管理的工作流程 ? 低成本 ﹑ 低庫(kù)存 ? 更好的控制成品庫(kù)存 ﹗ – 降低庫(kù)存增強(qiáng)盈利 – 大量的廢品成為你賺錢的惡夢(mèng) Sales Forecasting Page 5 ? More efficient utilization of workforce – Lower manufacturing cost ? Provides Management an Early “Snapshot” of Business Performance – Sales on plan? – Enough business activity to recover costs and expenses? ? Improves Response Time and On Time Delivery – R
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