名词解释
1. Absorption training
A method of sales training that involves furnishing trainees or sales-people with
materials that they peruse without opportunity for immediate feedback and
questioning.
2. Achieving congruence
The process of matching the capabilities of a sales recruit with the needs of the
organization
3. Achieving realism
The process of giving a sales recruit an accurate portrayal of the sales job.
4. Buying center
The many individuals from a firm who participate in the purchasing process
5. Commission base
Commission pay based on sales volume or some measure of profitability
6. Competitive knowledge
Knowledge of a competitive product’s strengths and weaknesses in the
market
7. Continued affirmation
An example of stimulus response selling in which a series of questions or
统计开始日期2021/10/1截止日期2021/10/31
排名姓名指标日销售额区间日均销售额
1销售1200000250005867
2销售22000001500005217
4销售3200000258004193
5销售4200000980003267
3销售5200000560004533
100000035480023077合计
当前日期2021/10/24
区间销售额完成率
17600088.00%
15650078.25%
12580062.90%
9800049.00%
13600068.00%
69230069.23%销售1销售2
日销售额25000150000
区间日均销售额5867521725000150000
020000400006000080000100000120000140000160000
销售3销售4销售5
258009800056000
4193326745332580098000
56000
01000200030004000500060007000
Page 1 of 3 销售确认书
SALES CONTRACT - project 621401-1
卖方SELLER: H.K. GOLDEN TEXTILE IMPORT AND EXPORT LIMITED
Flat/RM 1005 Wing Yue Building 60-64 Des Voeux Road West HK
编号NO.: 401-1
日期DATE: 5.25.2011
地点SIGNED IN: CHINA
买方
BUYER: 3D-Promotion Ges.m.b.H.
Fuellenberggasse 156 A, 2393 Sittendorf, Austria, Europe
买卖双方同意以下条款达成交易：
This contract is made by and agreed between the BUYER and SELLER , in accordance with the terms and conditions stipulated below.
1. 商品号 2. 品名及规格 3. 数量 4. 单价及价格条款 5. 金额
Art No. Commodity & Specification Quantity Unit Price & Trade
Terms Amount
Uniqa-Pylons
May 2011 654 pcs UNIQA
150 pcs UNIQA ArtCercle
106 pcs UNIQA VitalClub
50 pcs UNIQA Leasing
30 pcs SALZBURGER
10 pcs UNIQA FinanceLife 1000 UNITS FOB XIAMEN
US$5.35 US$5350
6. 总值
Total Value US DOLLARS FIVE THOUSAND THREE HUNDRED AND FIFTY ONLY
Sales Sales
销售计划及购买
S104
销售预测(AP1) S104.20
Revised Date : Page 1 of 5
( Process Owner: )
I. Definition
依据市场销售以及渠道信息提供原始的AP2及GC预测数据。
基于市场销售以及渠道信息需求预测生成AP1，并为AP2/GC需求预测提供了实际市场需求
基于由市场销售以及渠道信息反映出来的需求预测数据输入尽量一致的AP2。
II. Purpose
通过渠道信息的分析与市场反映来确定实际预测需求减小与预测计划的差异。
通过渠道信息的分析与市场反映来确定实际预测需求减小与公司销售目标的差异。
改善AP1预测→减小AP1与AP2差异→提高AP2准确度
基于AP1输入是为了减小计划与实际的差异
III. Policy
需求预测数据按型号别的12周的需求预测数据以周为单位输入需求预测数据.
- 根据周间S/I
- 截至每周四(24:00 Local)
在AP1的标准里，还要根据公司的销售政策对成员定义为业务员/办事处/营业部
按照销量将客户分成主要客户和其他客户。
- 主要客户：对于那几个是可能超过公司全部需求预测销售金额的80%的或有战略意义的生意伙伴，AP1成员应该根据客户在SAP中已注册的名称独立称为主要客户。
- 其他客户：那些无法作需求预测的小型客户被定义为其他客户
如果AP1/客户成员需要更改、登记或删除等由GBM 和HQ授权人负责
基于渠道信息AP1取得账户标准.
- 短期:客户确认订单(比如,4周内)
- 长期:预测(比如,5周或更长)
APS预测系统
- 办事处业务员及产品经理在APS系统中输入周别型号别订单预测(AP1). PM产品担当据此输入DP第2级别的数据(AP2).
- 截止第 2 级别之前(每周五结束) 第 1级别应该在 APS 系统确认(每周三结束). 用户可以根据自己的时间表结束第1级别. Sales Sales
