营销策划,销售预测.doc

营销策划,销售预测 篇一：对销售预测与销售计划的分析 对销售预测与销售计划的分析 摘要: 销售计划的中心任务之一就是销售预测，无论企业的规模大小、销售人员的多少，销售预测影响到包括计划、预算和销售额确定在内的销售管理的各方面工作。尽管销售预测十分重要，但进行高质量的销售预测却并非易事。在进行预测和选择最合适的预测方法之前，了解对销售预测产生影响的各种因素是非常重要的。预测的方法种类繁多,各有其特定用途,在应用时应根据预测的目的、内容和期限的不同,以及掌握资料的情况,选择不同的方法。 关键字: 销售预测 销售预测方法 销售潜力预估 销售计划 Abstract: one of the central task of the sales plan is the sales forecast, regardless of the size of the enterprise size, the amount of sales staff, sales forecast to affect, including sales plan, budget, and to determine the sales management of all aspects of work. Although the sales forecast is very important, but for high quality sales forecast will not be easy. In forecasting and select the most appropriate forecasting methods, understand the various factors that affect the sales forecast is very important. There are many different kinds of forecasting methods, each have their specific purposes, should according to the predicted when the application purpose, content and the different period, and the situation of the master data, choose a different method. Key words: sales forecast sales forecasting potential forecast sales plan 1 前言 .................................................................................................................................................. 3 1销售预测的定义及相关的基本概念 ............................................................................................ 3 2．销售预测的影响因素 ................................................................................................................. 3 2.1外界因素 ............................................................................................................................ 3 2.1.1需求动向 ........................................................................................................................ 3 2.1.2经济变动 ........................................................................................................................ 4 2.1.3同业竞争动向 .......................................................