3.6 Sales Forecasting 23Nov01课件.ppt

4 July 2001 Sales Forecasting Sales Forecasting 銷售預測 HengAn Consumer Products 恒安消费产品 Sales Training 销售培训 Key Concept 主要觀點 Sales forecasting is the process of organizing 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 Why Do A Sales Forecast? 為什么要做銷售預測呢? 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 如果這項工作做好了﹐它將成為銷售管理者用來展望市場發展趨勢的有力工具﹐而且可以幫助他們跟蹤并發現市場机會﹐從而确保公司的發展 Benefits of Sales Forecasting銷售預測的好處 Factory Planning Becomes 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 Benefits of Sales Forecasting銷售預測的好處 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 Right products in the right place at the right time Use of Sales Forecasts銷售預測的應用 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 Use of Sales Forecasts 銷售預測的應用 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 company Influences of Forecast Accuracy影響預測准确性的因素 Factors th