金蝶K3v12销售管理实务培训.pptx

销售管理实务;提纲;销售的含义;销售循环;不同制造策略下的销售管理方式;MTS;ATO;MTO;ETO;提纲;需求模式;要预测的对象是什么?;预测原则;准备和收集数据;定性技术;定量技术;外因技术;外因定量技术;用过去几个月的平均需求作为下一时期需求的预测 例如，假设使用过去三个月的移动平均： 假设1月份的需求是90，则2月份的预测计算如下： ;移动平均预测;指数平滑;季节性;;季节性需求;监控预测;偏差： 累计实际需求可能不等于预测。 ;描述预测误差的两种方法(续);提纲;分销的目标;分销供应链;Distribution Relationships;;分销体系中的安全库存;For example, if a company were carrying 500 units of safety stock at one distribution center and decided to add three additional distribution centers, the required safety stock for each distribution center would be: Accordingly, the total amount of safety stock for the company would equal: Total safety stock = 250 x 4(DCs) = 1,000;Determining the Number of Warehouses by Cost;Total Distribution System Cost;Total Distribution System Cost;4-14;Quantitative Factors in Site Selection;Qualitative Factor Analysis Illustrated;4-17;Reorder Point;Pull System using Reorder Point;Push System;Push System Concepts;4-22;Push System Allocation Example;4-24;DRP Exercise;Distribution Resource Planning (DRP II);DRP System Requirements;Vendor-Managed Inventory (VMI);CPFR;Extended Supply Chain Interfaces;;RW1;提纲;Customer Order Management;Dates;Order Cycle and Lead Times;Traditional Supply Chain;Quick Response;3-30;3-31;Demand Management Activities;Order Promising;提纲;客户服务水平评价;Customer Service Measurements (cont.);Customer Service Measurements (cont.);Customer Service Measurements (cont.);Customer Service Measurements (cont.);Customer Service Measurements (cont.);Customer Service Scorecard;What Is the Level of Customer Service? ;Fill Rate Calculation;谢 谢！