CATEGORY MANAGEMENT(英文版)

品类管理概要ECR●ECR—高效率之消费者回应，指在货品的流转过程中，零售商和供应商改变传统的合作关系，通过结成合作同盟，提高供应链效率，减少不必要的系统成本、库存和固定资产，增加消费者对高品质产品选择。

●实现ECR可以从两个方面入手，1）通过购物者/消费者研究来了解消费者的需要，最终提升提供给消费者的总体价值；2）通过实施效率策略，减少不必要之系统成本来达到提升给消费者的总体价值，这一系列的效率策略包括品牌优化管理、推广管理、补充库存管理、新产品引进管理等四个内容。

品类管理●品类管理是通过零售商与制造商共同合作，将每一品类视为一个单一之策略性事业单位来经营；透过致力于创造产品之更高消费者价值来创造出更佳的经营成果的流程。

品类管理从分析数据开始，找到发展品类生意的机会，从而制订相应的品类策略和具体战术。

品类管理是实现ECR的一个重要工具。

●品类管理是零售商和供应商通过：1）互通信息和共享资源；2）共同参与管理商品品类生意的过程。

●零售商实现品类管理的基础是首先进行品牌优化选择和货架优化管理。

品牌优化（Assorment）是指在该品类上为消费者/购物者提供最佳的产品组合。

货架优化管理是指如何进行产品摆放和分配陈列空间，以满足购物者需要和取得最大销售回报。

品牌优化原则●销量选择原则—分析和比较店内销售数据和市场销售数据，找到销量表现好的产品；●角色定位原则—根据商店定位的目标消费者和购物者群来确定产品款式。

货架摆放原则考虑的因素：1）购物者购物行为；2）品类和各种品牌的角色；3）货架种类；4）走廊与客流方向；5）横/纵向产品摆放影响货架空间分配原则公平货架原则：以销量份额决定货架的空间分配，以避免脱销和减少过多库存，最大限度地利用货架资源。

背景今天，中国零售业正在以迅猛的态势向前发展，新的零售模式、零售思想和营销策略也在不断出现；消费者也在发生着变化，人们总是期望在短时间内就可以购买得到高品质的产品，并且不断追逐着更多消费价值；与此同时，激烈的市场竞争促使零售商迫切寻找更崭新的零售思想和更高效的零售模式和营销策略，以取得更大的市场竞争优势。

英文版管理制度IntroductionA management system is a set of rules, practices, and procedures that are put in place to ensure that an organization operates in an efficient, effective, and ethical manner. It provides a framework for decision-making, resource allocation, and performance evaluation. A good management system can help an organization achieve its goals and objectives in a systematic and organized way.Types of Management SystemsThere are many different types of management systems, each designed to address a specific aspect of organizational operations. Some common types include:1. Quality Management System (QMS): A QMS is a set of policies, processes, and procedures that are implemented to ensure that products and services meet the required quality standards. It focuses on identifying and correcting quality issues to improve customer satisfaction and maintain consistency in product or service delivery.2. Environmental Management System (EMS): An EMS is a set of practices and procedures designed to minimize an organization's impact on the environment. It includes measures to reduce waste, conserve resources, and comply with environmental regulations.3. Occupational Health and Safety Management System (OHSMS): An OHSMS is a set of guidelines and procedures that are put in place to ensure the health and safety of employees in the workplace. It includes measures to prevent accidents, injuries, and illnesses, as well as safety training and compliance with relevant regulations.4. Information Security Management System (ISMS): An ISMS is a set of policies and procedures that are implemented to protect an organization's information assets from unauthorized access, use, disclosure, disruption, modification, or destruction. It includes measures to safeguard data, systems, and networks, and ensure the confidentiality, integrity, and availability of information.5. Risk Management System: A risk management system is a structured approach to identifying, assessing, and mitigating risks that may affect an organization's ability to achieve its objectives. It includes processes for risk identification, analysis, evaluation, treatment, monitoring, and communication.Benefits of a Management SystemImplementing a management system can provide a range of benefits to an organization, including:1. Improved efficiency and effectiveness: A management system provides a structured approach to managing resources, processes, and activities, which can help to streamline operations, reduce waste, and enhance productivity.2. Enhanced quality and consistency: A management system can help to ensure that products and services are delivered to a consistent standard, which can enhance customer satisfaction, loyalty, and trust.3. Better compliance and risk management: A management system can help an organization to comply with legal and regulatory requirements, as well as identify and mitigate risks that may impact its operations.4. Increased transparency and accountability: A management system can provide clear guidelines and procedures for decision-making and performance evaluation, which can improve transparency, accountability, and organizational governance.5. Enhanced reputation and competitive advantage: A management system can help an organization to build a positive reputation for quality, environmental responsibility, safety, security, and risk management, which can differentiate it from competitors in the marketplace.Implementation of a Management SystemImplementing a management system involves several key steps, including:1. Identification of requirements: The first step in implementing a management system is to identify the specific requirements and objectives of the organization. This may involve conducting a gap analysis to identify areas for improvement and establish performance benchmarks.2. Development of policies and procedures: Once the requirements have been identified, the next step is to develop policies, procedures, and guidelines that define how the management system will operate. This may involve creating documentation, training materials, and communication plans to ensure that all stakeholders are aware of their roles and responsibilities.3. Training and education: Successful implementation of a management system requires ongoing training and education to ensure that employees understand the system and how it impacts their roles and responsibilities. This may involve providing training on quality standards, environmental practices, health and safety procedures, information security protocols, and risk management processes.4. Monitoring and measurement: To ensure the effectiveness of a management system, it is essential to monitor and measure performance against established benchmarks and objectives. This may involve conducting audits, inspections, surveys, and reviews to identify areas for improvement and track progress over time.5. Continuous improvement: A management system should be dynamic and adaptable to changing circumstances, so it is essential to incorporate a process of continuous improvement. This may involve reviewing and updating policies and procedures, conducting regular evaluations, and soliciting feedback from stakeholders to identify opportunities for enhancement.ConclusionIn conclusion, a management system is a critical component of organizational success, providing a structured approach to decision-making, resource allocation, and performance evaluation. By implementing a management system, organizations can improve efficiency, quality, compliance, transparency, and reputation, gaining a competitive advantage in the marketplace. With the right tools, training, and commitment, any organization can establish and maintain a management system that aligns with its goals and objectives, driving sustainable growth and success.。

岗位的目的 (Purpose of Job):优化达能项目采购资源和供应商管理，制订合适的采购策略；在确保项目安全、质量及服务的前提下，有效降低成本，实现最佳管理效益，支持业务的快速发展。

Optimize Danone’s source of supply for CAPEX project and supplier management, define appropriate sourcing strategy; aiming at best productivity and support business growth while secure safety, quality and service deliverable.主要职责 (Key Responsibilities):1.预算管理 Budget Management有效的管理项目成本，确保预算成本控制及现金流目标的实现。

Manage project cost efficiently, ensure budget control of cost and cash management.2.品类管理 Category Managementa.理解和管理品类需求，致力于优化技术规格Understand and manage the needs of category, commit to optimize spec.b.进行市场调研并出具市场及成本分析报告Conduct market research and carry out market analysis report and CBA reports.c.负责询价、招标及谈判确定采购价格Take charge of managing request of quotation, bidding, and negotiation to determine thepurchasing price.d.制订3年品类采购策略，为公司业务发展提供保障Define 3 years sourcing strategy, fuel company business growth.e.熟练运用采购策略以实现品类管理目标Achieve object of category management with skillful strategy levers implementation.f.与全球采购总部定期就采购策略、预算管理、供应商管理及节约增效进行沟通。

营销管理》概念之中英文对照《营销管理》概念之中英文对照上海交通大学管理学院李国振AAccelerated test marketing 加速试销Acceleration principle 加速原则Accuracy 准确性Activity-based cost accounting: ABC 作业成本会计Activity－based cost：ABC 活动－基础成本Adequate marketing information 充分的营销信息Administered VMS 管理式分销系统Advanced pricing agreement 事前定价协议Advertising 广告Advertising goal 广告目标Advocate channels 提倡者渠道Advocates clients 主动性客户Affinity 亲密关系Agent middlemen 代理中间商Aggressive demarketing response 大胆地减营销反应Allocating skills 分配技能Allowances 折让Annual call schedule 年度访问计划日程表Annual plan control 年度计划控制Annual planning stage 年度计划工作阶段Antimerger Act 反合并法Area market potential 地区市场潜力Area market specialists 地区市场专家Arranged interviews 安排访问Aspirational groups 崇拜性群体Asset turnover 资金周转率Assortment strategies 品种搭配战略At-home shopping channels 家庭购物频道Atmospheres 环境气氛Atmospheres atmospherics 环境气氛？Attention,interest,desire,action AIDA模式Attitudes 态度Attribution 归因Augmented product 附加产品Automatic vending 自动售货Available market 有效市场BBackward channel 后向渠道Backward flow 反向流程Backward integration 后向一体化Balanced orientation 平衡导向Bargain buyers 竞价购买者Bargaining 讨价还价Barter transaction 易货贸易Basic product 基础产品Basing-point pricing 基点定价Behavioral segmentation 行为细分Belief 信念Benefit segmentation 利益的细分化Best alternative to negotiation agreement: BATNA 谈判协议之最佳备选方案Bill of lading 提单Blanket contracts 长期订货合同Bonuses 红利Boston Consulting Group (BCG) 波士顿矩阵Bottom-up planning 自下而上计划工作Brainstorming 头脑风暴法Branchising 品牌专营Brand 品牌Brand acceptability 品牌接受度Brand awareness 品牌知晓度Brand beliefs 品牌信念Brand equity 品牌权益Brand familiarity 品牌熟悉Brand image 品牌形象Brand ladder 品牌阶梯Brand loyalty 品牌忠诚度Brand parity 品牌类型Brand preference 品牌偏好度Brand switchers 品牌转换者Brand-extension decision 品牌扩展决策Brand-form market 品牌试样市场Brand-form market 品牌试样市场Brank-even analysis 保本分析Break－even chart 保本图Bridge 桥梁者Brokers 经纪人Budget-to-sales ratio 预算对销售额比率Build 发展Bulletin board system : BBS 公告牌系统Business domain 业务范围Business services 业务服务Business strength 业务优势Buyclasses 购买等级Buyer intention surveys 购买者意图调查Buyer market 卖方市场Buyer turnover 顾客周转率Buyer-readiness stage 购买者待购阶段Buyflow 购买流程Buyflow map 购买流程图Buying behavior 购买行为Buying decision process 购买决策过程Buying roles 参入购买的角色Buying styles 采购方式Buyphases 采购阶段Bypass attack 绕道进攻By-product pricing 副产品定价CCall reports 访问报告Canned approach 固定法Capital items 资本项目Captive-product pricing 专属产品定价Cardinal utility 主要效用Cash cow 金牛类Cash discounts 现金折扣Catalog show rooms 样品目录陈列室Category development index 品种发展指数Category management 类目管理Causal-analysis diagram 因素分析图Census tracts 普查区域Central business districts 商业中心区Centralized purchasing 集中采购Chain ratio method 连比法Chains stores 连锁商店Channel captain 渠道领袖Channel competition 渠道竞争Channel conflict 渠道冲突Channel cooperation 渠道合作Channel lever 渠道级数Channels of distribution 分配渠道Cheaper goods strategy 廉价商品战略Child Protection Act 儿童保障法案Choosing the value选择价值City version 都市版本Classical conditioning theory 传统的条件作用理论Cleanliness 清洁Clients 客户Cliques 派系Clod calls 冷漠访问Closed-end questions 封闭式问题Closing the sale 达成交易Cluster analysis 集群分析Clustered preferences 集群偏好Co-branding 合作品牌Coercive power 强制力量Cold calls 冷漠访问Combination stores 联合商店Commerce control list 商品控制目录Commerce country chart 贸易国别表Commercial invoice 商业发票Commercialization 商业化Commission agent 佣金代理人Common market 共同市场Communicate the value传播价值Communication 沟通Communication adaptation 沟通传播适应Communication-effect research 沟通效果调研Company demand 公司需求Company marketing opportunity 公司营销机会Company performance 公司绩效Company potential 公司潜量Company sales forecast 公司销售预测Company sales forecast 公司销售预测Company sales potential 公司销售潜量Comparison advertising 比较广告Compensation deals 补偿贸易Competitive cycle 竞争周期Competitive differentiation 竞争差别化Competitive scopes 竞争范围Competitive strategies 竞争战略Complete industrialization 工业化Complex buying behavior 复杂的购买行为Complex sales-force structures 复杂的销售队伍结构Component co-branding 中间产品合作品牌Computer-aided design (CAD) 电脑辅助设计Computer-aided manufacturing (CAM) 电脑辅助制造Concentrated marketing 集中营销Concentric diversification 同心多样化Concept development and testing 概念开发与测试Conclusion drawing 作出结论Conclusion drawing 结论阐述Conformance quality 一致性质量Conglomerate diversification 跨行业多样化Conjoint measurement 共变量衡量Consistency 黏度Consular invoice 领事发票Consumer behavior 消费者行为Consumer choice 消费者选择Consumer confidence measure 消费者信任衡量Consumer cooperatives 消费者合作社Consumer credit 消费者信用Consumer expenditure patterns 消费者支出模式Consumer information sources 消费者信息来源Consumer market 消费者市场Consumer promotion 针对消费者的促销Consumer satisfaction 消费者满意Consumer sentiment measure 消费者情绪衡量Consumer sovereignty 消费者主权Consumer testing 消费者测试Consumer-adoption process 消费者采购过程Consumer-goods classification 消费品分类Consumption system 整体消费系统Contact method 接触方法Containerization 集装箱Contingency plans 权变计划Continuity advertising 连续性广告Contract manufacturing 合同制造,契约式生产Contraction defense 收缩防御Contractual VMS 合同式分销系统Controlled test marketing 控制试销Convenience 便利Convenience food stores 方便食品店Convenience goods 方便品Coporate VMS 公司式分销系统Copy testing 文稿测试Core benefit 核心利益Core competence 核心能力Core concept of marketing 市场营销的核心慨念Core product 核心产品Corporate culture 公司文化Cost estimation 成本估计Cost reduction 成本降价Cost to the customer 顾客成本Cost-plus pricing 成本加成定价Counter purchase 反向购买Counter segmentation 反细分化Counter trade 对销贸易Counteroffensive defense 反攻式防御Creative marketing 创造营销Creativity research 创造性调研Credence qualities 信任质量Credulous person standard 轻信人指标Critical path diagram 关键线路图Critical path scheduling (CPS) 关键线路排序Cross-functional teams 跨职能小组Cross-impact analysis 交叉影响分析法Cues 诱因Cultural empathy 文化转移Cultural environment 文化环境Cultural factors 文化因素Current marketing situation 当前营销状况Current profit maximization 当期利润最大化Custom union 关税同盟Customary merchantable quality 通行的畅销品质量Customer attributes (CAs) 顾客属性Customer consulting 客户咨询Customer database 顾客数据库Customer database marketing 顾客数据库营销Customer defection rate 消费者流失率Customer delivered value顾客让渡价值Customer groups 顾客群Customer importance 顾客重要性Customer mailing list 顾客邮寄单Customer needs and wants 顾客需求和欲望Customer relationship management 客户关系管理Customer satisfying process 顾客满意过程Customer train 客户培训Customer-attitude tracking 消费者态度追踪Customers 顾客Customers union 关税Customer-service decision 顾客服务决策Customer-structured sales force 按顾客组织的销售队伍DData-collection methods 数据收集方法Dealer sales contests 经销商销售竞赛Death rate 死亡率Decision models 决策模型Decision-tree diagram 决策树图解Decline-stage 衰退期Declining market share 下降中的市场份额Decoding 解码Delivery 送货Delphi method 德尔菲法Demand 需求Demand curve 需求曲线Demand management 需求管理Demand measurement 需求衡量Demand/hazard forecasting 需求/风险预测Demographic environment 人口统计环境Demographic markets 人口统计市场Demographic segmentation 人口统计细分化Demographic segmentation 人文统计细分Department stores 百货商店Descriptive models 描述性模型Design 设计Desired image 期望印象Differentiated marketing 差异化营销Differentiation 差异化Diffused preferences 扩散偏好Direct costs 直接成本Direct export 直接出口Direct investment 直接投资Direct mail 直接邮寄Direct marketing 直接营销Direct of -response advertising 直复广告Direct product profitability 直接商品盈利率Direct purchasing 直接采购Direct-marketing channel 直接营销渠道Direct-order marketing 直接订货营销Direct-relationship marketing 直接关系营销Discount stores 折价商店，廉价商店Discriminated analysis 差别分析Discriminatory pricing 差别定价Disjunctive model of consumer choice 消费者选择的重点模式Display 陈列Disqualified prospects customer 不合格预期顾客Dissociative groups 隔离群体Dissonance-reducing buying behavior 减少不协调购买行为Distribution channel 分销渠道Distribution programming 分销计划Distribution-innovation strategy 分销创新战略Distributors 分销商（批发商）Diversification growth 多样化成长Diversification growth opportunities 多样化增长机会Divest 放弃Dogs 狗类Do-house 入户访问Donor markets 捐赠者市场Door to door retailing 挨家挨户零售Drive 驱动力Dual adaptation 双重适应Dual branding 双品牌Dumping 倾销Dumping and countervailing duty 倾销与反倾销Durable goods 耐用品EEarly-adopter theory 早期采用理论Economic value to the customer：EVC 顾客经济价值Eco-label 生态标志Efficient consumer response 消费者良好反应Ego drive 自我驱向Elderly consumers 老年消费者Electric date interchange (EDI) 电子数据交换Electronic Request for Item Classification 商品分类的电子申请Embargo 禁运Emergency goods 救济品Emotional appeals 感性诉求Empathy 感同力Encirclement attack 包围进攻Encoding 编码End users 最终用户Engineering attributes (EAs) 工程属性Environment threat 环境威胁Environmental change 环境变化Environmental forecasting 环境预测Environmental scanning 环境扫描Environmental threat 环境威胁Equity joint venture 股权式合资Esteem needs 尊重需要Evaluating effectiveness 评估效益Evaluation alternatives 可供选择方案的评估Evaluation procedure 评价程序Event creation 时间制造Events 事件Everyday fair pricing 每天公平定价Everyday low pricing：EDLP 天天低价Exchange 交换Exchange control 外汇控制Excise taxes 消费税Exclusive agent 独家代理人Exclusive dealing 排他性经营Exclusive distribution 专营Exclusive distribution 专营性分销Exclusive summary 经理摘要Exit barriers 退出障碍Expectancy-value model of consumer choice 消费者选择期望值模型Expected product 期望产品Expected service 预期服务Experience curve 经验曲线Experience or learning curve 经验或者学习曲线Experience qualities 经验质量Experimental design 实验设计Experimental research 实验法Expert channels 专家渠道Expert opinion 专家法Expert power 专家力量Export Administration Regulation 出口管理条例Export Control Classification Number 出口管制分类号Export declaration 出口申请表Export development 出口部Export License Application and Information Network 出口许可证申请和信息网Export management company 出口管理公司External environment 外部环境External marketing 外部营销FFactor analysis 因子分析Fair Credit Collecting Act 公正索债行为法案Fair Credit Reporting Act 公正信贷报告法案Fair Packaging and Labeling Act 公正包装和标签法案Family buying 家庭购买Family life cycle 家庭生命周期Fast-food industry 快餐行业Fear appeals 害怕性诉求Features 特点Fed 时尚Feedback 反馈Feedback-system diagram 反馈系统图Financial executives 财务主管Financial intermediaries 财务中介机构Financial leverage 财务杠杆率First-time customer 首次购买顾客First-time prospects 首次购买者Fishback 鱼背Five-Ms(5Ms): Mission 任务Fixed costs 固定成本Fixed price-and-incentive 固定价格与奖励Fixed-pricing 固定定价法Flank attack 侧翼进攻Flanking defense 侧翼防御Fluctuation demand 动摇不定的需求FOB origin pricing 原地运输工具上交货定价法Focus-group interviewing 集中小组面谈Focus-group research 焦点访谈座谈会Follow-up 续后工作Foreign Corporate Practices Act 反对外贿赂法Foreign-freight forwarder 代理公司Forgetting rate 遗忘率Formulated approach 公式化方法Forums 论坛Forward flow 正向流程Forward integration 前向一体化Fragile－market－share trap 脆弱的市场占有率陷阱Fragmented industry 裂化行业Franchise 特许经营Franchise organizations 特许经营组织Franchising 特许经营Free-trade area 自由贸易区Freight-absorption pricing 运费吸收定价Frequency 购买次数Frequency marketing programs (FMP) 频繁营销计划Frontal attack 正面进攻Full costing 总成本法Full coverage 全部覆盖Full-service retailing 全面服务零售Functional discounts 功能折扣Functional tests 功能测试Functional-relationship diagram 功能关系图GGame play 博弈计划Gatekeepers 守门人Gatekeepers 把关人General Agreement on Tariffs and Trade 关税与贸易总协定General Agreement on Trade in Service (GATS) 服务贸易总协定Generation 代沟Generies 无品牌产品Geographic segmentation 地理细分Geographical organizations 地理区域性组织Geographical pricing 地理定价Geographical segmentation 地理细分化Geographical shifts in population 人口地理转移Geographical-expansion strategy 地理扩张战略Ghost shoppers 幽灵顾客Global marketing 全球营销Global organization 全球组织Global strategy 全球战略Glocal strategy 全球本地化战略Goal set 目标确定Goals-down-plans-up planning 目标下达、计划上报之计划工作Going－rate pricing 通行价格定价Going-rate pricing 随行就市定价法Goods-producing process 商品生产过程Goodwill 商誉Government markets 政府市场Government regulations 政府规定Growth opportunities 成长机会Growth stage 成长阶段Growth-share matrix 成长份额矩阵Growth-shave matrix 成长－份额矩阵Guarantees 保证Guerrilla attack 游击进攻HHabitual buying behavior 习惯的购买行为Harvest 收获Harvest/divest strategy 收获/放弃战略Heavy-user target marketing 大量使用者目标营销Heuristic programming 启发式规划Hierarchical objectives 层级目标Hierarchy-of-effects” model “影响的层级”模型High-context culture 高语境文化Hold 维持Home-country middleman 母国中间商Homogeneous preferences 同质偏好Horizontal channel 水平渠道Horizontal diversification 水平式多样化Horizontal integration 水平式一体化Horizontal marketing system 水平营销系统Hypermarches 巨型超级市场IIdea generation 构思产生Idea screening 构思筛选Idea-brand model of consumer choice 消费者选择的理想品牌模型Identity-building program 识别建立方案Image analysis 形象分析Image power 形象力Importance－performance 重要绩效分析Improved-services strategy 改进服务战略Impulse goods 冲动品Income distribution 收入分配Income segmentation 收入细分化Indend agent 定购代理人Index method 指数法Indirect export 间接出口Indirect exporting 间接出口Industrial markets 工业品市场Industrial-goods classification 工业品分类Industrial-goods market testing 工业品市场试销Industry 行业Industry attractiveness 行业吸引力Industry forecast 行业预测Inelastic demand 无弹性需求Information search 信息收集Informative advertising 通知性广告In-house marketing seminars 公司内部营销调研会Innovation diffusion 创新扩散Inseparability 不可分离性Inside sales force 内勤销售人员Installation 安装Institutional loyalty 社会公用事业忠诚Institutional market 机构市场Intangibility 无形性Integrated direct marketing 整合直接营销Integrated management information system 一体化的管理信息系统Integrated marketing 整合营销Integrated marketing communication 整合营销沟通Integrated marketing organization 整合营销组织Integrative growth 一体化成长Integrative growth opportunities 一体化增长机会Intensive distribution 密集性分销Intensive growth 密集成长Intensive growth opportunities 密集型增长机会Interacting skills 影响能力Interactive marketing 交互营销Intercept interviews 拦截访问Interest rate 利率Intermodal services 分式联运Internal accounting system 内部会计系统Internal marketing 内部营销International divisions 国际事业部International product life cycle 国际产品生命周期International subsidiaries 国际子公司Investment portfolio 投资组合JJoint venture co-branding 合资合作品牌Joint ventures 合资企业Joint venturing 合营Just-in-time production methods 准时生产方法KKey account concentration 关键客户集中化Kiosk 顾客订货机Knowledge arbitrage 知识套利LLabeling 标签Lead time 前量时间Lean production 精益生产Learning 学习Least-development countries (LLDCs) 最不发达国家Legitimate power 法律力量Length 长度Less-development countries (LDCs) 欠发达国家Lexicographic model of consumer choice 消费者选择的字典编纂式模型Liaison 联络者Licensing 许可证Life expectancy 预期寿命Life style 生活方式Lifetime value寿命价值Life-way groups 生活法群体Limited-service retailing 有限服务零售Line filling 产品线填补Local marketing 本地化营销Logical resistance 逻辑抵触Logical-flow diagram 逻辑流程图Logistics management 后勤管理Long-range-planning stage 长期计划工作阶段Long-term contracts 长期合同Low-context culture 低语境文化Low－quality trap 低质量陷阱Loyalty status 忠诚地位Lubrication 打点MMail questionnaire 邮寄调查表Mail-order retailing 邮购零售Maintenance and repair 维修Management by objectives 目标管理Management contract 出售管理合同Management contracting 契约式经营Management of objectives 目标管理Manufacturer’s export agent 制造商的出口代理Manufacturing-cost-reduction strategy 制造成本降低战略Manufacturing-driven 制造驱动Market attractiveness 市场吸引力Market broadening 市场拓宽Market challenger strategies 市场挑战者战略Market coverage strategies 市场覆盖战略Market crystallization stage 市场具体化阶段Market demand 市场需求Market demand function 市场需求函数Market development 市场发展Market diversification 市场多样化Market evolution 市场演进Market expansion stage 市场演进阶段Market follower strategies 市场追随者战略Market forecast 市场预测Market fragmentation stage 市场分装阶段Market growth rate 市场成长率Market logistics 市场后勤学Market measurement 市场衡量Market minimum 基本销售量Market minimum 市场最低点Market modification 市场改进Market opportunity analysis 市场机会分析Market opportunity index 市场机会指数Market orientation 市场导向Market partitioning 市场分割Market partitioning theory 市场分割理论Market penetration pricing 市场渗透定价Market penetration strategy 市场渗透战略Market positioning 市场定位Market potential 市场潜量Market prioritizing 市场优化Market probing 市场探察Market response function 市场反应函数Market segmentation 市场细分化Market share 市场份额Market specialization 市场专业化Market targeting 目标市场选定Market termination stage 市场终止阶段Market-buildup method 市场组合法Market-centered organization 以市场为中心的组织Marketing 营销Marketing administrative/management 营销管理Marketing allocation optimization 营销分配最优化Marketing audit 营销审计Marketing channel 营销渠道Marketing communications mix 营销沟通组合Marketing community 营销社团Marketing concept 营销观念Marketing controller 营销主计长Marketing culture 营销文化Marketing database 营销数据库Marketing decision support system (MDSS) 营销决策支持系统Marketing effectiveness rating review 营销效益等级评核Marketing efficiency studies 营销效益调研Marketing elasticity 营销弹性Marketing environment 营销环境Marketing expenditures 营销支出Marketing expense-to-sale analysis 营销费用对销售额分析Marketing hyperopia 营销远视症Marketing implementation 营销执行Marketing information system (MIS) 营销信息系统Marketing intelligence system 营销情报系统Marketing legislation 市场营销立法Marketing mix 营销组合Marketing network 营销网Marketing opportunity 营销机会Marketing orientation 营销导向Marketing philosophy 营销哲学Marketing process 营销程序Marketing profit ability analysis 营销盈利率分析Marketing public-relations 营销公关Marketing research 营销调研Marketing research 市场调查Marketing resource allocation 营销资源分配Marketing resources 营销资源Marketing sensitivity of demand 营销需求敏感性Marketing service agencies 营销服务机构Marketing targeting 市场选择Marketing test 试销Marketing-driven 营销驱动Marketing-mix modification 营销组合改进Marketing-mix optimization 营销组合最优化Market-leader strategies 市场领导者战略Market－niche strategies 市场补缺战略Market-oriented definitions of business 企业的市场导向定义Market-protection activities 市场保护行动Market-reconsolidation stage 市场再结合阶段Markets manager 市场经理Market-share leadership 市场份额领导地位Market-skimming pricing 市场撇脂定价Markov-process model 马尔可夫过程模型Mass market 大众化市场Mass marketing 大规模营销Mass marketing 大众化营销Mass media 大众媒体Materials and parts 材料和部件Matrix organization 矩阵组织Maturity stage 成熟阶段Maximarketing 最大化营销Measurement 衡量Media selection 媒体选择Mega marketing 大市场营销Megatrends 大趋势Merchandise selection 商品选择Merchant middlemen 中间商Merchant wholesales 批发商Message 信息Message content 信息内容Message evaluation and selection 信息评估和选择Message execution 信息执行Message generation 信息产生Message source 信息来源Micromarkets 微观市场Microsales analysis 微观销售分析Mini-market testing 微型市场测试Mini-max criterion 最小化的最大损失原则Miscellaneous service 多种服务Miscellaneous wholesales 其他批发商Missionary sales force 传教式销售队伍Missionary sales force 访问使团推销队伍Mobile defense 运动防御Model bank 模型库Modified rebuy 修正再采购,改进的再购买Monetary amount 购买金额Monitoring skills 监控技术Mono-chronic time 单一时间利用方式Moral appeals 道德诉求More-development countries (MDCs) 发达国家Morphological analysis 形态分析Multi-brand decision 多品牌决策Multichannel conflict 多渠道冲突Multi-channel marketing system 多渠道分销系统Multinational strategy 多国战略Multiple regression analysis 多元回归分析Multiple scenarios 多种情景描绘法Multiple –sponsor co-branding 多发起人合作品牌Multiple-factor index method 多因数指数法Multivariate statistical techniques 多变量统计技术NNational account management division 全国性大客户管理部National Environmental Policy Act 全国环境政策法案National traffic and Safety Act 全国交通和安全法案Need markets 需求市场Needs and wants 需求和欲望Need-satisfaction approach 需求-满足法Need-size-from-brand market 需要－规模－形式－品牌市场Negotiated exchange 谈判交换Negotiated-contract buying 按商定的合同购买Negotiation strategy 谈判(讨价还价)战略Networking 网络化Network-planning diagram 网络计划图Networks 网络Neural-networking software 神经网络软件New market strategy 新市场战略New product development 新产品开发New product failure rate 新产品失败率New product pricing 新产品定价New task 新任务New users and use 新用户和用途New-business plan 新业务计划Newly industrialized countries (NICs) 新型工业化国家Newsgroups 消息组Non-durable goods 非耐用品Non-personal communication channels 非人员沟通渠道Non-profit sector 非盈利部门Nonstore retailing 非商店零售Non-tariff barriers 非关税壁垒Nontraceable common cost 不可追溯的先期成本Norazi agent 走私代理商Novices 新手OObjective and task method 目标和任务法Objectives 购买目的Objects 购买对象Observational research 观察法Occasion segmentation 时机细分Occasions 购买时机Occupants 购买者Occupation/consumer behavior 职业/消费者行为Offer 提供物Oligopoly 垄断One-lever channel 一级渠道One-one marketing 一对一营销One-or-two messages 单面或双面信息Online marketing channel 网上营销渠道Open-bid buying 公开招标Open-end question 开放式问题Operational efficiency 工作效率Operations 营运Operations 购买行为Opportunities/threats analysis 机会/威胁分析Optional-product pricing 选购产品定价Order getters 订单争取者Order of presentation 展示次序Order point 订货点Order processing 订单处理Order takers 订单承接者Ordering ease 订货方便Order-routine specification 订单程序具体规定Order-shipping-billing cycle 订货－发运－开帐单周期Order-to-payment cycle 订单收购系统Organizational adaptability 组织的适应能力Organizational buyers 组织结构采购者Organizational climate 组织气候Organizational market 组织结构市场Organizational-environment fit 组织－结构相适应Organizations 购买组织Original equipment manufacture 设备制造商Outdoor advertising 户外广告Outlets 购买地点Outside sales force 外勤销售人员Over demand 供不应求PPackaging 包装Paired comparisons 配对市场Parallel importing 平行进口Partners 合伙人Penetrated market 渗透市场Perceived risk 认知风险Perceived service 感知服务Perceived value认知价值Perceived-value pricing 认知价值定价法Percentage-of-sales method 销售额百分率法Performance business 高绩效业务Performance quality 性能质量Performance review 绩效评核Periodic purchase orders 定期采购订单Perishability 易消失性Personal influence 个人影响Personal interviewing 面谈访问Personal selling 人员推销Persuasive advertising 劝说性广告Persuasive advertising 说服性广告Physical distribution 实体分配Physical distribution system 实体分配体系Physical environment 自然环境Physical evidence 实体证明Physiological needs 心理需要Piggyback 猪背Place 渠道Place utility 地点效用Point-of-purchase displays and demonstrations 售点陈列和示范Point-of-purchase processing 销售点程序Political power 政治权力Political/legal environment 政治/法律环境Poly-chronic time 多种时间利用方式Population growth 人口增长Portfolio plan 业务经营组合计划Position defense 阵地防御Postpurchase behavior 购买压后的行为Potential market 潜在市场Potential product 潜在产品Preemptive defense 先发制人防御Pre-industrial or commercial stage 前工业或商业阶段Prestige pricing 威望（领袖）定价法Prestige-goods strategy 威望（领袖）商品战略Price 价格Price dumping 价格倾销Price elasticity of demand 价格需求弹性Price escalation 价格阶升Price fixing 限定价格Price increases 提价Price packs 价格包Price points 价格点Price setting 限定价格Price steps 价格间距Price-discount strategy 价格折扣战略Primary data 第一手资料Primary demand 主要需求Primary manufacturing 初级制造业Product 产品Product adaptation 产品适应Product assortment 产品品种搭配Product attributes 产品品种属性Product buy-back agreement 产品回购协议Product categories 产品种类Product choice set 产品选择组合Product classification schemes 产品分类设计Product concept 产品概念Product decisions 产品决策Product features 产品特点Product hierarchy 产品层级Product image 产品形象Product innovation strategy 产品创新战略Product invention 产品发明Product life cycle 产品生命周期Product line 产品线Product- line decisions 产品线决的策Product mix 产品组合Product modification 产品改进Product orientation 产品导向Product positioning 产品定位Product proliferation strategy 产品扩散战略Product specialization 产品专门化Product style 产品试样Product support services 产品支持服务Product system 产品系统Product value analysis (PV A) 产品价值分析Product/Battlefield 产品/市场竞争形势图Product/market expansion grid 产品/市场格子Product/market expansion grid 产品/市场扩展方格Product-differentiated marketing 产品差异营销Production concept 生产观念Productivity 生产率Product-line decisions 产品线决策Product-line pricing 产品线定价Product-structured sales force 产品组织的销售队伍Product-use test 产品使用测试Professional purchasing 专业采购Profit equation 利润方程式Profit margin 净利润Profit optimization 利润最优化Profitability control 盈利率控制Profitable customer 有利益的顾客Profit-and-loss statements 损益表Programmed buyers 程序购买者Promotion 促销Promotion clutter 促销喧嚣Promotion mix 促销组合Promotional pricing 促销定价Proposal solicitation 征求供应建议书Prospects customer 预期顾客Provide the value提供价值Psychographic segmentation 按心理细分化Psychological discounting 心理性折旧Psychological life cycles 心理生命周期Psychological life-cycle stages 心理上的生命周期阶段Psychological pricing 心理定价法Psychological resistance 心理抵触Public opinion 公众意见Public relation 公共关系Public-interest groups 公共利益群体Publicity 公众宣传Pull strategy 拉动战略Pulsing advertising 间歇式广告Purchase decision 购买决策Purchase frequency 购买频率Purchase intention 购买意图Purchase probability scale 购买概率量表Purchase subdecisions 购买子决策Purchase taxes 进货税Purchasing-performance evaluation 采购绩效评估Pure competition 完全竞争Pure monopoly 完全独占Push money 推销金Push strategy 推动战略Push/pull strategy 推/拉战略QQualified available market 合格有效市场Qualified prospects customer 合格预期顾客Quantity discount 数量折扣Question mark 问题表Questionnaires 调查表Queuing models 排队模型RRacial population 种族人口Rate of return on net worth 净资产报酬率Rating scales 评价量表Rational appeals 理性诉求Real need 真实需求Real-income decline 实际收入下降Receiver 接受者Recency 近期购买Reciprocal marketing 双边营销Recruitment procedures 招聘程序Reference groups 相关群体Reference groups 参考群体Referent power 相关力量Referral networks 推荐网络Regional cooperation groups 区域性合作集团Reinforcement advertising 增援广告Relationship 关系Relationship buyers 关系购买者Relationship marketing 关系营销Relative market share 相对市场份额Reliability 可靠性Reminder advertising 提醒性广告Reminding advertising 提醒性广告Repairability 可维修性Repeat customer 重复购买顾客Repeat sales 重复销售Replacement sales 更新销售Reseller market 再售商市场Resident sales agent 外常驻销售代理人Resistance to marketing 对营销的阻力Response 反应Response compression 紧迫反应Response hierarchy models 反应层次模型Responsive marketing 响应营销Responsiveness 反应性Retail life cycle 零售生命周期Retail sales taxes 零售营业税Retailer cooperatives 零售商合作组织Retailer version 零售版本Return on assets 资产报酬率Return on investment 投资报酬率Reward power 报酬力量Risk taking 承担风险Rollout marketing 扩展营销Routinized exchange 惯例化交换Runaway inflation 脱缰式通货膨胀SSafety needs 安全需要Sale-effect research 销售效果研究Sale-estimation methods 销售估算法Sales agent 销售代理人（商）Sales analysis 销售分析Sales approach 推销方法Sales budget 销售预算Sales concept 销售观念Sales force 销售队伍Sales force compensation 销售队伍报酬Sales force efficiency 销售队伍效率Sales force estimates 销售队伍估计Sales force evaluation 销售队伍评价Sales force motivation 销售队伍激励Sales force objectives 销售队伍目标Sales force recruitment and selection 销售队伍招聘与挑选Sales force size 销售队伍规模Sales force stereotypes 销售队伍类型Sales force strategy 销售队伍战略Sales force structure 销售队伍结构Sales force supervision 销售队伍监督Sales force training 销售队伍培训Sales presentation 销售展示陈说Sales promotion 销售促进Sales quota 销售定额Sales-generation activities 实现销售的活动Salesmanship 销售技术Sales-response function 销售反应函数。

一般的销售管理信息(英文版)Sales Management InformationSales management is a crucial aspect of running a successful business. It involves the planning, organizing, directing, and controlling of a company's sales activities in order to achieve its sales objectives.One important piece of sales management information is the sales forecast. This provides an estimate of the sales that a company expects to achieve during a specific time period, such as a month, quarter, or year. Sales forecasts are essential for effective planning and resource allocation, as they help determine production levels, staffing needs, and inventory requirements.Another key aspect of sales management information is the sales pipeline. This refers to the various stages that a customer goes through during the sales process, from initial contact to final purchase. Monitoring the sales pipeline allows sales managers to track the progress of each opportunity, identify bottlenecks, and allocate resources accordingly. By understanding where potential deals are in the pipeline, sales managers can focus their efforts on closing high-value opportunities and improving overall sales performance.Sales performance metrics are also vital for effective sales management. These metrics provide insights into the performance of the sales team and help identify areas for improvement. Common sales performance metrics include sales revenue, average deal size, win rate, and customer acquisition cost. By regularlyreviewing and analyzing these metrics, sales managers can identify trends, set goals, and develop strategies to boost sales productivity and profitability.In addition, sales management information includes the tracking and analysis of customer data. This information helps identify key customer segments, understand customer preferences and behavior, and develop targeted sales and marketing strategies. Customer data can be gathered through various channels such as customer surveys, sales interactions, and website analytics. By leveraging customer data, sales managers can effectively tailor their sales efforts to meet customer needs and build long-lasting customer relationships.Lastly, sales management information includes feedback from the sales team. Regular communication and feedback sessions provide valuable insights into the challenges and opportunities faced by the sales team. By actively listening to the sales team, providing guidance, and addressing their concerns, sales managers can foster a positive and motivated sales culture, leading to enhanced sales performance.In conclusion, sales management information plays a crucial rolein driving sales effectiveness and achieving sales objectives. From sales forecasts to sales pipeline tracking, performance metrics, customer data analysis, and feedback from the sales team, sales managers rely on a variety of information sources to make informed decisions and drive sales success.继续写相关内容，1500字1.制定销售策略：销售管理信息对于制定销售策略至关重要。

供应链术语大全1、activity-based costing（ABC）基于活动的成本计算。

一种成本计算技术，把简介成本细分到每一个生产活动中，是简介成本和直接成本相互对应以更好的评估生成每一个产品的真实成本。

2、advance shipping notice（ASN）预先运送通知。

供应商向客户发出的，说明订单发运时间的文书。

ASNs 通常以电子方式传输。

3、advanced planning and scheduling system（APS）高级计划与排程系统。

一系列高级应用然间，运用数学模型和相关的技术为复杂的生产和供应问题找出优化解决方案。

4、aggregate forecast综合预测。

一种根据产品或客户资料的同类特性把他们归类而达成的综合预测方案5、Aggregation集合。

把相近的产品或顾客归类聚合，以简化计划的制定，并取得更稳定的预测结果的方法6、assemble-to-order strategy订单组装策略。

一种将产品部件在需求之前提前完成，把最后组装工作延迟到需求落实后才进行的库存策略7、available to promise（ATP）有效承诺。

产品库存状况的一种，指有足够的库存并能够马上发货的订单执行能力。

8、back scheduling逆向排程。

一种工作排程方法，从计划完成的日期开始，将需要执行的工作任务按由后向前逆推的顺序来进行工作计划安排。

9、Backhaul回程运输。

指车辆回程运载的货物，以充分地利用返程的货运能力。

10、bill of lading装货单。

发货文件，它列出了这批货物中所装在的具体产品，并且陈述了运输的条件。

11、bill of materials（BOM）材料清单。

一份列出组成产品所需要的零配件和原料的清单，并且按照产品的零件、组件和中间件的形成构成等级结构。

12、bill of operations（BOO）作业列表。

一个列表，列出完成一种产品生产所需要的作业步骤，并且按照各个步骤执行的顺序形成一个等级的结构图。

电商常用术语中英对照∙CVR (Click Value Rate): 转化率，衡量CPA广告效果的指标∙CTR (Click Through Rate): 点击率∙CPC (Cost Per Click): 按点击计费∙CPA (Cost Per Action): 按成果数计费∙CPM (Cost Per Mille): 按千次展现计费∙CPS(Cost Per Sales)：以实际销售产品数量来换算（淘客）∙PV (Page View): 流量∙PV单价: 每PV的收入，衡量页面流量变现能力的指标∙ADPV (Advertisement Page View): 载有广告的pageview流量∙ADimp (ADimpression): 单个广告的展示次数∙RPS (Revenue Per Search): 每搜索产生的收入，衡量搜索结果变现能力指标∙ROI：return on investment回报率(ROI)是指通过投资而应返回的价值，它涵盖了企业的获利目标。

利润投入的经营所必备的财产相关，因为管理人员必须通过投资和现有财产获得利润。

又称会计收益率、投资利润率。

∙UV(独立访客)：Unique Visitor∙PV(访问量)：PageView,即页面浏览量或点击量，用户每次刷新即被计算一次。

∙SKU：SKU=Stock Keeping Unit（库存量单位）销售常用术语及释义1.时间2.生意衡量指标1) 销售指标∙GSV Gross Sales Value Sell-in的销售额∙NSV Net Sales Value Sell-in的销售额减去TP∙Distribution 分销率(ACN数据库可以查)2) 市场表现∙Sales Value 消费者购买POS金额(offtake), 销售额∙Sales Volume 消费者购买数量(offtake), 销量∙Market share 市场份额(可以是销售额的份额Value share, 也可以是销量的份额Volume share)3) 财务指标∙MAC margin after conversion 公司计算毛利, NSV减去制造成本∙OP Operating profit 运营利润(看最后赚钱不赚…)4) 客户角度∙case-fill rate 订单满足率∙Category Management 品类管理∙Shopper traffic 客流量∙Basket value 客单价5) 品牌角度∙Awareness 品牌认知度∙Trail 尝试率∙Repeat 重复购买率∙Loyalty 忠诚度∙SOV 线上广告份额(在嘈杂的竞争品牌广告中, 我们的声音占了多少) * 从Awareness 一直到Loyalty, 是层层递进的6) 比较基数∙Benchmark 基准∙Vs. target 和目标相比∙Vs LY 和去年同期相比∙Vs competitor 和竞品相比3.渠道1) Mega 大型∙Hyper 超大型(收银台Checkout超过20个)∙Cash & Carry 仓储式(如麦德龙, 收银台Checkout超过20个) ∙Large supermarket 大超市(收银台Checkout 7-19个)2) Middle 中型∙Smaller supermarket (ss) 小超(收银台Checkout7-19个)∙CVS 连锁便利店(一个收银台, 20家单店以上)∙Counter store 柜台店∙OSDO 批发市场∙Special channel 特渠, 如加油站, 火车站…3) IC Impulse channel 冲动渠道∙NCVS 非连锁便利店∙Small store 夫妻老婆店4) B2B 团购4.销量分类同样是销量, 在公司的衡量指标中有很多不同的名称和定义, 具体如下: Sell-in, Offtake, DTS5.产品分类1)Brand 分品牌Dove, SNK, Crispy, M&M’s2)Sub-Category 分品类∙Bulk 散装∙Sharing 分享装∙Self-consumption 独享装∙Gifting 礼盒6.销售人员∙BDS Business development supervisor 销售主管∙FOTG Feet on the ground 一线同事∙BDR Business development representative 业务代表∙JBDR Junior business development representative 初级业务代表∙FLS Front Line Sales前线实地销售MER Merchandise executive representative 理货员7. 合作部门Franchise 品牌市场部(品牌建设和开发, 更多是线上的投入, 以及新品开发) Consumer Insight 消费者洞察部(为市场部提供消费者研究结果以及尼尔森等外部数据源) Trade marketing 市场推广部(设计线下推广策略)Channel marketing 渠道推广部(负责具体到活动SOP以及与销售同事沟通) Logistic 后勤(物流)Finance 财务8. 价格表中的常见语RSP (Retail selling price) 零售价如43g, 6.5元Listing Price 供价如43g, 5.42元Margin 利润如, 43g, 20%Configuration 箱柜如心随8*16, 一箱8盒, 每盒16个Excl VAT 不含增值税Incl VAT 含增值税9. 城市分类fortress city 堡垒城市(BJ, TJ, SH, HZ, GZ, SZ)developing city 发展中城市(全国共38个)conversion city 转化城市10. 费用TP trade expense 投入给渠道的费用, 渠道受益CP consumer promotion expense 投入给消费者促销的费用, 消费者受益TTR trade term rebate 合同返点ATL Above the line 线上投入(如电视广告, 平面媒体, 楼宇广告, 赞助…)BTL Below the line 线下投入(如店内促销, 派发, 形象…)11. 必胜战役Must Win Battle公司MTP中期计划中的策略方向, 资源分配和结果追踪都围绕这四大战役, 我们销售也应该了解我们为何而战…今年为四大战役, 缩写连起来是SIGN(标语)MWB S (SNK) 士力架战役MWB I (Impulse Channel) 冲动渠道战役MWB G (Gifting) 礼盒战役MWB N (New needs) 开发新需求(包括M&M’s以及新品)12. 销售衡量指标Sales MetricsUniverse 存在店数Coverage 覆盖店数Distribution Points 分销点Hero SKU 英雄SKUAverage product line 平均产品线A-Display A陈列Activity evaluation 活动评估Turnover 人员流动NSV Gr NSV增长率Channel P&L 渠道的财务状况13. 其他∙POP point of promotion 促销点(咱老说贴POP, 其实就是通过张贴促销信息让消费者认识到这个是促销点) ∙POS point of sales 销售点。

业务管理及管理知识分析(英文版)IntroductionIn today's rapidly evolving business environment, effective management is the key to success. Business management involves the coordination and control of various resources to achieve the organizational goals. This article aims to analyze the concept of business management and explore the essential knowledge and skills required for effective management.Concept of Business ManagementBusiness management can be defined as the process of planning, organizing, directing, and controlling the activities of an organization to achieve predetermined objectives. It involves decision-making, resource allocation, leadership, and monitoring to ensure the efficient and effective operation of the business.The main functions of business management can be categorized into four areas: planning, organizing, leading, and controlling. Planning involves setting goals and objectives, identifying resources, and developing strategies to achieve them. Organizing entails arranging resources and tasks to accomplish the objectives. Leading involves motivating and guiding individuals to work towards the organizational goals. Controlling involves monitoring and evaluating performance to ensure adherence to the plans and making necessary adjustments if required.Essential Knowledge and Skills for Effective Management1. Strategic Thinking: Strategic thinking is the ability to see the big picture and formulate long-term plans and strategies. A competent manager should have the foresight to anticipate changes in the business environment and develop proactive strategies to capitalize on opportunities and mitigate risks.2. Financial Management: Financial management knowledge is crucial for effective business management. Managers should be able to read and interpret financial statements, understand budgeting and cost control, and make informed decisions based on financial analysis.3. Leadership and People Management: The ability to lead and inspire a team is vital for successful management. Managers should possess effective communication skills, the ability to delegate tasks, motivate employees, and resolve conflicts. Building a positive work culture and creating a motivated workforce are critical for achieving organizational objectives.4. Project Management: Effective project management skills are necessary for managing complex tasks and achieving specific outcomes within a defined timeframe. Managersshould be proficient in planning, organizing, and coordinating resources to complete projects successfully.5. Marketing Management: Understanding market dynamics and consumer behavior is crucial for effective business management. Managers should have knowledge of marketing strategies, market research, competitive analysis, and product positioning to develop effective marketing plans and gain a competitive advantage.6. Change Management: In today's dynamic business landscape, managers must be adept at managing change. This includes identifying the need for change, communicating the change effectively, and leading the organization through the transition. Managers should possess strong change management skills to ensure a smooth and successful implementation of change initiatives.ConclusionEffective business management is a multifaceted discipline that requires a diverse range of knowledge and skills. Strategic thinking, financial management, leadership, project management, marketing management, and change management are some of the essential knowledge areas for successful management. By developing these skills and acquiring the necessary knowledge, managers can enhance their effectiveness and contribute to the overall success of the organization.继续写相关内容，1500字经营管理的关键能力1. 战略思维：战略思维是指能够看到全局并制定长期计划和策略的能力。