以产品为核心的销售管理课件

以产品为核心的销售管理刘向东产品库存销售管理运作建议2Placeholder-presentationtitle|6April,2006产品产品类型:旭日天逸

ideapad产品价位段39994999599969997999屏幕尺寸：12131415

3Placeholder-presentationtitle|6April,2006

LENOVOAveragePrice&MarketPerformanceAnalysisPPC,110Cities,RetailMarket,SalesUnit4Placeholder-presentationtitle|6April,2006LENOVOPricePointEvolutionPPC,110Cities,RetailMarket,SalesUnit5Placeholder-presentationtitle|6April,2006

HPAveragePrice&MarketPerformanceAnalysisPPC,110Cities,RetailMarket,SalesUnit6Placeholder-presentationtitle|6April,2006HPPricePointEvolutionPPC,110Cities,RetailMarket,SalesUnit7Placeholder-presentationtitle|6April,2006

ASUSAveragePrice&MarketPerformanceAnalysisPPC,110Cities,RetailMarket,SalesUnit8Placeholder-presentationtitle|6April,2006ASUSPricePointEvolutionPPC,110Cities,RetailMarket,SalesUnit9Placeholder-presentationtitle|6April,20064,9996,9996,5995,5995,999F41A@T5550(1.83),2G,160G,RAMBO,GF8400,3945abg,14“WXGA,VistaP,CF41A@T8100(2.1G3MNoml),2G,250G,RAMBO,GF84004965AGN,14“WXGA,VistaP,RC,C,BTF41A@T2390(1.86),1G,160G,RAMBO,GF8400,802.11bg,14“WXGA,VistaB,CF31G@T2390(1.86),1G,160G,吸入RAMBO802.11bg,13.3"WXGA,VistaB,BT,CF31A@T2390(1.86),1G,160G,吸入RAMBO,C,BTGF8400,802.11bg,13.3WXGA,VistaBF31A@T5550(1.83),2G,160G,吸入RAMBO,GF8400,3945abg,13.3“WXGAVistaP,C,BTF31A@T8100(2.1G3MNoml)2G,250G,吸入RAMBO,GF84004965AGN13.3“WXGA,VistaP,RC,C,BTIdeaPadY510A@KinkID黑色

T5550(1.83),2G,160G,RAMBO,RC,C,BTGF8400,3945abg,15.4“WXGA,VistaPIdeaPadY510A@KinkID黑色

T8100(2.1G3MNoml)2G,250G,RAMBO,GF8600(256M),4965AGN,15.4“W,VistaP,RC,C,BT,TV7,999F31A奥运版@奥运竞技IDT2390(1.86),1G,160G,吸入RAMBO,C,BTGF8400,802.11bg,13.3WXGA,VistaBIdeaPadY510A@KinkID黑色

T2390(1.86),1G,160G,RAMBO,GF8400,3945abg,15.4“WXGA,VistaB,C,BTIdeaPadY510MGL960@KinkID黑色

T2390(1.86),1G,160G,RAMBO,3945abg,15.4“WXGA,VistaB,C,(不含蓝牙)F41MGL960@T2390(1.86),1G,160G,RAMBO,802.11bg,14“WXGA,VistaB,C3,999C466L540,512MB,120G

14.1“WXGA,COMBO,DOSC466MT2370,1G,120G,COMBO14“WXGA,非IntelW,VBC466AT2370,1G,160G,COMBO,GF8400,14“WXGA,非IntelW,VBC466AT5750,1G,250G,COMBO,GF8400,Intel3935abg,VB10Placeholder-presentationtitle|6April,2006库存1、我们库存：（1）库存周转：良性、小步快跑产品运作（2）库存结构：产品类型、价位段2、分销库存（1）分销库存机型数量（2）畅销机型的库存情况3、供应情况（1）供应情况与产品周转11Placeholder-presentationtitle|6April,2006销售管理任务达成情况（1）明确COMMIT任务目标（2）明确阶段SI目标（3）明确阶段SO目标终端销售情况（1）阶段销售的主力产品类型（外观）（2）阶段销售的主力产品价位段（3）不通屏幕尺寸在终端的销售占比库存与销售匹配程度（1）达成SO目标需求的产品结构（2）阶段库存与终端销售匹配市场竞争

（1）亮剑计划

12Placeholder-presentationtitle|6April,200613Placeholder-presentationtitle|6April,2006ASUS产品14Placeholder-presentationtitle|6April,2006运作建议明确COMMIT任务目标及阶段目标将SI/SO任务目标分解到周，小步快跑良性运作规划达成目标的产品结构－明确分销库存与供应情况，确定紧缺机型，决定是否抢货－根据历史数据分析不同价位段产品结构－根据历史数据分析同一价位段不同产品