销售培训资料销售预测管理.ppt

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