銷售計(jì)劃PPT講演稿

今天這個(gè)會(huì)的主題是“銷售計(jì)劃”,我從銷售計(jì)劃這個(gè)命題和范疇中選了幾個(gè)我認(rèn)為與我們目前經(jīng)營(yíng)緊密相關(guān)的點(diǎn)來與在座各位交流和分享一下,大家針對(duì)此有什么不同的看法都請(qǐng)知無不言,言無不盡.之所以會(huì)選擇這個(gè)主題,是想通過與大家的交流來解決到底什么是銷售計(jì)劃、為什么要制定銷售計(jì)劃、如何來制定銷售計(jì)劃這么幾個(gè)問題.接下來我們就正式開始---銷售計(jì)劃是企業(yè)各項(xiàng)計(jì)劃的基礎(chǔ)。制定一個(gè)富有挑戰(zhàn)性而又切實(shí)可行的銷售計(jì)劃對(duì)于企業(yè)經(jīng)營(yíng)目標(biāo)的實(shí)現(xiàn)具有至關(guān)重要的作用。

公司整體財(cái)務(wù)預(yù)算就是在銷售計(jì)劃的基礎(chǔ)上制定出來的,通過合理分配人力、財(cái)力、物力等戰(zhàn)略資源來實(shí)現(xiàn)公司既定的戰(zhàn)略目標(biāo)，同時(shí)進(jìn)一步監(jiān)控戰(zhàn)略目標(biāo)的實(shí)施進(jìn)度，控制費(fèi)用支出，預(yù)測(cè)資金需求、利潤(rùn)等。

從短期來說，銷售計(jì)劃是確定公司生產(chǎn)計(jì)劃的基礎(chǔ)，為滿足客戶的定單，必須保持的生產(chǎn)計(jì)劃的底線。這就意味著需要相應(yīng)的原材料、生產(chǎn)線、人員以及資金。另一方面，如果為此準(zhǔn)備大量的庫(kù)存就會(huì)使成本增加，因?yàn)檫@需要資金的投入。

從長(zhǎng)遠(yuǎn)來說，公司根據(jù)銷售計(jì)劃來確定設(shè)備的購(gòu)置、人員的招聘和培訓(xùn)、資金的籌措等問題。

一個(gè)合理準(zhǔn)確的銷售潛力預(yù)測(cè)是全部預(yù)測(cè)工作的起點(diǎn)。銷售潛力指一定時(shí)間和地域內(nèi)，某類產(chǎn)品的可能最大的銷售量。如果公司對(duì)銷售潛力的預(yù)測(cè)偏差太大的話，那么銷售量、銷售額的預(yù)測(cè)都是不可靠的。過于樂觀:過于保守:

確定銷售收入目標(biāo)是決定整個(gè)公司的行動(dòng)目標(biāo)的核心,年度銷售目標(biāo)值是在銷售預(yù)測(cè)的基礎(chǔ)上，結(jié)合上述市場(chǎng)分析中的諸多因素來制定的。并且要將這個(gè)目標(biāo)值按時(shí)間分解到每個(gè)季度、每個(gè)月度;按產(chǎn)品類別分解到每個(gè)系列、每個(gè)具體的產(chǎn)品;按銷售單位分解到每個(gè)銷售小組、每個(gè)銷售人員;按銷售對(duì)象分解到每個(gè)客戶。

配合銷售額月計(jì)劃應(yīng)制定銷售賬款回款計(jì)劃,這是銷售計(jì)劃中一項(xiàng)非常重要的工作,是預(yù)測(cè)公司整體現(xiàn)金流量不可或缺的數(shù)據(jù)來源.基于誠(chéng)信的原則,我們公司一直嚴(yán)守對(duì)供應(yīng)商的賬期,這就要求我們的銷售賬款必須有計(jì)劃的按時(shí)按量回收,否則就會(huì)給流動(dòng)資金造成不小的壓力.

客戶應(yīng)收帳款回收計(jì)劃表

月別123456789101112銷售金額現(xiàn)金回收計(jì)劃X≤30天賬期60≥X＞30天賬期X＞60天賬期合計(jì)客戶賒款余額

擴(kuò)展閱讀：饑餓營(yíng)銷PPT 演講稿

Goodmorning,everybody.

Ittakesusmorethanasemestertowaitforourturntohaveoralpresentationfromthebeginnningofthissubject.

Today,let`sbeginfromtwobigcompanies,theXiaomiCompanyandtheAppleInc.

I`dliketoshowyousomephotosfirst.Whatcrazyfans.Reallyreallycrazyfams.

Whythesecellphonesaresopopular?Forthisquestion,therearesomanyreasons:ArtisticdesignPopularbrandExtrodinaryqualityCompetitivepriceExcellentworkmanship

Highperformance-priceratio(性價(jià)比)

TheaccumulatedreputationintheelectronicindustryAndsoon...

Allthesereasonsareessentailforanelectronicproducttobecomeabestseller.Butitisnotenough.Itstillneedasuccessfulmarketingstrategy.ItisHungerMarketing.WhatisHungerMarketing?

Asaresultoftheincreasingpressurefromfiercemarketcompetition,enterpriseshavebeenconstantlyevolvingitsmarketstrategy.“HungerMarketing”,anewlyevolvedmarketingapproachhasbeenadoptedaspartofthemarketingstrategybymanycompanies.

Hungermarketingmeansthatsupplier`sintentionalreduction(故意減少)oftheproductivity,inordertobeincontroloftheconsumerandsupplierrelationship,andtocreateanillusion(錯(cuò)覺)ofsupplyshortage,hence(因此)toachieveapurposeofkeepingahigherpriceandhigherprofitability.

TheiPhone5s，releasedinsep.20th.ThelatestiPhonehasthreekindofcolors:white,blackandgold.Andthesedays,thelocaltyrantgold(土豪金)isusedthehungermarketingwetalkedabouttoday.Anewsvideowillbeshowedonthescreennow.

InChina,XiaomiMobileisbecomingmoreandmorepopularrecently.AndsomepeoplecriticizethatHungerMarketinghasbeenexcessivelyadoptedbyXiaomi.

Let`swatchashortvideoaboutthat.

HereisachartshowedtheOpenPurchaseSituationofXiaomiCompany.Octomber30th,50,000Xiaomi2wassoldoutin2mand51s.Novmber19th，...December14th，...

Becauseofitsextrodinaryqualityandcompetitiveprice,lotsofcustomerswanttobuyitonline.Butyoucanfindthat,buyaXiaomiMobileismuchmoredifficultthanbuyatrainticketduringwintervacation.

ThisisapiechartaboutiOSandAndroidChineseInstalledBase(iOS系統(tǒng)和安卓系統(tǒng)的安裝使用情況).

Itisobviouslynoticedthatthepiechartisdividedintofourparts,thatisApple,Samsung,XiaomiaswellasotherAndroiddevicemanufactures.Aswecouldsee,Appleoccupied35%,whichplayedthemostsignificantroleintheconsumputionofiOSandAndroidChineseInstalledBase.WhileSamsungtookup15%,rankingthesecondwhereasXiaomiandotherAndroiddevicemanufacturesaccountedfor6%and44%seperately.

XiaomirankingthethiredcomparewithAppleandSamsung.Itisamazing.Somestudentsmightwanttosay,itisonly6%,notsomuch.Itisnotabigdeal.ButdoyouknowwhentheApplelaunchedtheiPhone1?In201*.AndforSamsung,thefirstsmartphonewasreleasedin201*also.Additionally,XiaomiCompanywasfoundedinAugust,201*(小米是在201*年八月剛剛成立的).

ThisisascreenshotofWeibobyleiJun,thefounderandCEOofXiaomiCompany.

(很早就知道小米手機(jī)，之前也聽說過雷軍這個(gè)人，但是因?yàn)闇?zhǔn)備這場(chǎng)PPT展示才知道雷軍這人長(zhǎng)啥那樣。個(gè)人感覺，雷軍長(zhǎng)得一般般，其貌不揚(yáng)，甚至還有點(diǎn)猥瑣，跟我差不多。不過像他這么猥瑣的人都能成就這樣一番事業(yè)，自認(rèn)為很猥瑣的我也就有了繼續(xù)活下去的勇氣。)

Leijunsaid,within10months,theXiaomi2,2Aand2Shadsoldmorethan10,000,000(一千萬臺(tái)).

Itisevidentthatthehungermarketingisreallyasuccessfulstrategyforcompaniestoenhancetheirsales.Butatthesametime,theexceedingmarketingcausedthecustomers`complaints.

Forexample,onenetizencomplained,“Whethermanufacturershavethesinceritytosellproducts?Doesitveryinterestingtoletbuyerscrowdedevenheadbrokenandbleeding?Evenfanswillgiveuponeday!”ThereplyonthiscomplaintsfromleiJunisalwaysshortsupply.Butwearenotbornyesterday.Shortsupplyisdefinatelyalie.ThetruthisHungerMarketing.

TheexceedingHungerMarketingleadtomanyproblems,notonlyforXiaomi,butalsoforothercompanies.

Forexample,MeizuM8hasusedthehungermarketingwhenitispressedinBeijing.Butavarietyofcustomerscannotgettheirsatisfacationofreceivingnewproducts.Finally,theyaskedforrefoundangerily.

What`smore,aforeignman,thestaffoftheApplestore,hadlimbsconflictwithaChinese/waitedinaqueue.ThoughtheconfrontationoutsidetheApplestoreinSanlitunVillagewasresolvedpeacefully,thecompany"slong-term"hungermarketing"strategyhassparkedquestionsfrominsidetheindustry,InternationalFinanceNewsreported.

Tosumup,beforetheenterprisesdecidetoimplementhungermarketingstrategy,theymusthaveafullrealizationtothemarket.Ratherthanonlyfromtheirownprofitstohaveaconsideration,blindlylimitordelay,butshouldcombinedwiththecustomer"srelationshipandthenatureoftheproductitself.Enterprisesshouldconcernaboutthedynamicfeedbackofthemarketintime,adjustingstrategyaccordingit.Sothehungermarketingwillnotbealong-termplan.

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