销售计划PPT讲演稿
今天这个会的主题是“销售计划”,我从销售计划这个命题和范畴中选了几个我认为与我们目前经营紧密相关的点来与在座各位交流和分享一下,大家针对此有什么不同的看法都请知无不言,言无不尽.之所以会选择这个主题,是想通过与大家的交流来解决到底什么是销售计划、为什么要制定销售计划、如何来制定销售计划这么几个问题.接下来我们就正式开始---销售计划是企业各项计划的基础。制定一个富有挑战性而又切实可行的销售计划对于企业经营目标的实现具有至关重要的作用。
公司整体财务预算就是在销售计划的基础上制定出来的,通过合理分配人力、财力、物力等战略资源来实现公司既定的战略目标，同时进一步监控战略目标的实施进度，控制费用支出，预测资金需求、利润等。
从短期来说，销售计划是确定公司生产计划的基础，为满足客户的定单，必须保持的生产计划的底线。这就意味着需要相应的原材料、生产线、人员以及资金。另一方面，如果为此准备大量的库存就会使成本增加，因为这需要资金的投入。
从长远来说，公司根据销售计划来确定设备的购置、人员的招聘和培训、资金的筹措等问题。
一个合理准确的销售潜力预测是全部预测工作的起点。销售潜力指一定时间和地域内，某类产品的可能最大的销售量。如果公司对销售潜力的预测偏差太大的话，那么销售量、销售额的预测都是不可靠的。过于乐观:过于保守:
确定销售收入目标是决定整个公司的行动目标的核心,年度销售目标值是在销售预测的基础上，结合上述市场分析中的诸多因素来制定的。并且要将这个目标值按时间分解到每个季度、每个月度;按产品类别分解到每个系列、每个具体的产品;按销售单位分解到每个销售小组、每个销售人员;按销售对象分解到每个客户。
配合销售额月计划应制定销售账款回款计划,这是销售计划中一项非常重要的工作,是预测公司整体现金流量不可或缺的数据来源.基于诚信的原则,我们公司一直严守对供应商的账期,这就要求我们的销售账款必须有计划的按时按量回收,否则就会给流动资金造成不小的压力.
客户应收帐款回收计划表
月别123456789101112销售金额现金回收计划X≤30天账期60≥X＞30天账期X＞60天账期合计客户赊款余额
扩展阅读：饥饿营销PPT 演讲稿
Goodmorning,everybody.
Ittakesusmorethanasemestertowaitforourturntohaveoralpresentationfromthebeginnningofthissubject.
Today,let`sbeginfromtwobigcompanies,theXiaomiCompanyandtheAppleInc.
I`dliketoshowyousomephotosfirst.Whatcrazyfans.Reallyreallycrazyfams.
Whythesecellphonesaresopopular?Forthisquestion,therearesomanyreasons:ArtisticdesignPopularbrandExtrodinaryqualityCompetitivepriceExcellentworkmanship
Highperformance-priceratio(性价比)
TheaccumulatedreputationintheelectronicindustryAndsoon...
Allthesereasonsareessentailforanelectronicproducttobecomeabestseller.Butitisnotenough.Itstillneedasuccessfulmarketingstrategy.ItisHungerMarketing.WhatisHungerMarketing?
Asaresultoftheincreasingpressurefromfiercemarketcompetition,enterpriseshavebeenconstantlyevolvingitsmarketstrategy.“HungerMarketing”,anewlyevolvedmarketingapproachhasbeenadoptedaspartofthemarketingstrategybymanycompanies.
Hungermarketingmeansthatsupplier`sintentionalreduction(故意减少)oftheproductivity,inordertobeincontroloftheconsumerandsupplierrelationship,andtocreateanillusion(错觉)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系统和安卓系统的安装使用情况).
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*年八月刚刚成立的).
ThisisascreenshotofWeibobyleiJun,thefounderandCEOofXiaomiCompany.
(很早就知道小米手机，之前也听说过雷军这个人，但是因为准备这场PPT展示才知道雷军这人长啥那样。个人感觉，雷军长得一般般，其貌不扬，甚至还有点猥琐，跟我差不多。不过像他这么猥琐的人都能成就这样一番事业，自认为很猥琐的我也就有了继续活下去的勇气。)
Leijunsaid,within10months,theXiaomi2,2Aand2Shadsoldmorethan10,000,000(一千万台).
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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