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销售培训资料销售预测管理.ppt

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SalesForecasting销售预测KeyConcept主要观点WhyDoASalesForecast?为什么要做销售预测呢?BenefitsofSalesForecasting销售预测的好处Moreefficientutilizationofworkforce Lowermanufacturingcost ProvidesManagementanEarly“Snapshot”ofBusinessPerformance Salesonplan? Enoughbusinessactivitytorecovercostsandexpenses? ImprovesResponseTimeandOnTimeDelivery RightproductsintherightplaceattherighttimeUseofSalesForecasts销售预测的应用Personnel planningofmanpowerrequirements Finance establishingofoperatingbudgets cashflowplanning,capitalbudget/expendituredecisions TopManagement overallplanningandcontrolofoperationsofthecompanyInfluencesofForecastAccuracy影响预测准确性的因素Otheravailablehistory(i.e.,newproducts,designchanges,changesincustomerbase,promotionalactions,economicindicators) Includingrightgroupofpeopleinforecastdiscussions:ateameffortisrequired(Sales,Purchasing/SupplyandManufacturing) Discussion:OtherinfluencesonforecastaccuracyComponentsofDemand需求的组成因素DemandFactors影响需求的因素Discussion:Demand讨论:需求问题WaystoReduceUncertainty减少预测的不确定性的方法Gettoknowthe“customer’scustomer” Analyze(andquestion)changesindemandprojections Lookathistoricaldataonthecustomerandidentifyanydemandtrends Discussion:Otherwaystoreduceuncertainty?Workshop:GettingInformation练习﹕收集信息Talkwithmultiplecustomersources Discussion:Whoaregoodsourcestotalkwithtoobtainconfirminginformation? Discussion:HowdoyoudothiswithoutalienatingtheBuyer?Gettoknowthe“customer’scustomer” Discussion:Whatisthebestmethodtousetogettothe“customer’scustomer”? Discussion:Whatproblemsshouldyouavoidindoingthisandhowdoyouavoidthoseproblems? Analyze(andquestion)changesindemandprojections Discussion:Whatisthevalueofanalyzingchangesindemandprojection?Lookathistoricaldataonthecustomerandidentifyanydemandtrends Discussion:Whatareyoursourcesforaccuratehistoricaldata? Discussion:Whatareotherwaystoreduceuncertainty?KeyPoints关键点小结Talkwithmultiplecustomersources Gettoknowthe“customer’scustomer” Considerdemandfactorsofthecustomer Analyzethereasonfordemandchange Keepgoodrecords(salesvisitreports)tohelpinanalyz