銷售計劃PPT講演稿

今天這個會的主題是“銷售計劃”,我從銷售計劃這個命題和范疇中選了幾個我認為與我們目前經(jīng)營緊密相關的點來與在座各位交流和分享一下,大家針對此有什么不同的看法都請知無不言,言無不盡.之所以會選擇這個主題,是想通過與大家的交流來解決到底什么是銷售計劃、為什么要制定銷售計劃、如何來制定銷售計劃這么幾個問題.接下來我們就正式開始---銷售計劃是企業(yè)各項計劃的基礎。制定一個富有挑戰(zhàn)性而又切實可行的銷售計劃對于企業(yè)經(jīng)營目標的實現(xiàn)具有至關重要的作用。

公司整體財務預算就是在銷售計劃的基礎上制定出來的,通過合理分配人力、財力、物力等戰(zhàn)略資源來實現(xiàn)公司既定的戰(zhàn)略目標，同時進一步監(jiān)控戰(zhàn)略目標的實施進度，控制費用支出，預測資金需求、利潤等。

從短期來說，銷售計劃是確定公司生產(chǎn)計劃的基礎，為滿足客戶的定單，必須保持的生產(chǎn)計劃的底線。這就意味著需要相應的原材料、生產(chǎn)線、人員以及資金。另一方面，如果為此準備大量的庫存就會使成本增加，因為這需要資金的投入。

從長遠來說，公司根據(jù)銷售計劃來確定設備的購置、人員的招聘和培訓、資金的籌措等問題。

一個合理準確的銷售潛力預測是全部預測工作的起點。銷售潛力指一定時間和地域內(nèi)，某類產(chǎn)品的可能最大的銷售量。如果公司對銷售潛力的預測偏差太大的話，那么銷售量、銷售額的預測都是不可靠的。過于樂觀:過于保守:

確定銷售收入目標是決定整個公司的行動目標的核心,年度銷售目標值是在銷售預測的基礎上，結合上述市場分析中的諸多因素來制定的。并且要將這個目標值按時間分解到每個季度、每個月度;按產(chǎn)品類別分解到每個系列、每個具體的產(chǎn)品;按銷售單位分解到每個銷售小組、每個銷售人員;按銷售對象分解到每個客戶。

配合銷售額月計劃應制定銷售賬款回款計劃,這是銷售計劃中一項非常重要的工作,是預測公司整體現(xiàn)金流量不可或缺的數(shù)據(jù)來源.基于誠信的原則,我們公司一直嚴守對供應商的賬期,這就要求我們的銷售賬款必須有計劃的按時按量回收,否則就會給流動資金造成不小的壓力.

客戶應收帳款回收計劃表

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

擴展閱讀：饑餓營銷PPT 演講稿

Goodmorning,everybody.

Ittakesusmorethanasemestertowaitforourturntohaveoralpresentationfromthebeginnningofthissubject.

Today,let`sbeginfromtwobigcompanies,theXiaomiCompanyandtheAppleInc.

I`dliketoshowyousomephotosfirst.Whatcrazyfans.Reallyreallycrazyfams.

Whythesecellphonesaresopopular?Forthisquestion,therearesomanyreasons:ArtisticdesignPopularbrandExtrodinaryqualityCompetitivepriceExcellentworkmanship

Highperformance-priceratio(性價比)

TheaccumulatedreputationintheelectronicindustryAndsoon...

Allthesereasonsareessentailforanelectronicproducttobecomeabestseller.Butitisnotenough.Itstillneedasuccessfulmarketingstrategy.ItisHungerMarketing.WhatisHungerMarketing?

Asaresultoftheincreasingpressurefromfiercemarketcompetition,enterpriseshavebeenconstantlyevolvingitsmarketstrategy.“HungerMarketing”,anewlyevolvedmarketingapproachhasbeenadoptedaspartofthemarketingstrategybymanycompanies.

Hungermarketingmeansthatsupplier`sintentionalreduction(故意減少)oftheproductivity,inordertobeincontroloftheconsumerandsupplierrelationship,andtocreateanillusion(錯覺)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，之前也聽說過雷軍這個人，但是因為準備這場PPT展示才知道雷軍這人長啥那樣。個人感覺，雷軍長得一般般，其貌不揚，甚至還有點猥瑣，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).

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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