經(jīng)營(yíng)規(guī)劃和銷(xiāo)售與運(yùn)營(yíng)規(guī)劃課件

1第7章經(jīng)營(yíng)規(guī)劃和銷(xiāo)售與運(yùn)營(yíng)規(guī)劃----企業(yè)運(yùn)營(yíng)的核心經(jīng)營(yíng)規(guī)劃和銷(xiāo)售與運(yùn)營(yíng)規(guī)劃企業(yè)愿景、競(jìng)爭(zhēng)力和ERP計(jì)劃層次經(jīng)營(yíng)規(guī)劃銷(xiāo)售與運(yùn)營(yíng)規(guī)劃什么是銷(xiāo)售與運(yùn)營(yíng)規(guī)劃制定銷(xiāo)售與運(yùn)營(yíng)規(guī)劃銷(xiāo)售與運(yùn)營(yíng)規(guī)劃報(bào)告銷(xiāo)售與運(yùn)營(yíng)規(guī)劃的評(píng)估——資源計(jì)劃2企業(yè)愿景和競(jìng)爭(zhēng)力3客戶(hù)產(chǎn)品資源供應(yīng)商愿景和競(jìng)爭(zhēng)力4如奮果障沒(méi)潑有其好查的脈計(jì)飼劃尸…遲…今糟天暗星撈期昆四霉，耳而聞庫(kù)填房拆管鞏理率人且員陷手榴中掀的邪數(shù)遞據(jù)棕是督上暗星購(gòu)期花六企的沖，跟而般且剃不影知煮道轟這按幾粱天迎來(lái)奴的隸變蕩化采麗購(gòu)趣人魂員校按樣月還制驚定漢采完購(gòu)潛計(jì)葉劃理，漲但渠他順們絹不司知社道址本殺月淋有何多變少志物蟻料甚已鉤收煮到淘或銳已飄從處供抹應(yīng)伸商啞那挖里艦發(fā)淹出勺，取或蘋(píng)將睛發(fā)脹出銷(xiāo)攀售座預(yù)督測(cè)恭按虎季哀度謹(jǐn)進(jìn)緣瑞行渠，疤但趙和扮實(shí)輔際堪的盟銷(xiāo)炒售士額邊總腰是讓有友很奪大急差爛別生忽產(chǎn)榆部幕門(mén)場(chǎng)按礦周童安飽排生生攀產(chǎn)蘭計(jì)贈(zèng)劃聞，恨已赴經(jīng)竊有距幾吸個(gè)蹈產(chǎn)梢品爹的洋生至產(chǎn)味計(jì)乳劃封已幟過(guò)熟期離，肝但搶尚簡(jiǎn)未壘調(diào)漸整5如殺果朝沒(méi)賄有鍵好麻的徒計(jì)槐劃答…諒…接鳴到散的股客沈戶(hù)總訂熊單上總篇要層在用幾賭天叨之猜后齡才幅錄男入堅(jiān)到催系才統(tǒng)記中人丹們計(jì)認(rèn)登為孕有隔許貨多藥產(chǎn)繭品禾存竹放避在扣成版品知庫(kù)未中休，彼但吐是械，濱企臂業(yè)邊的驅(qū)許艦多梯客滿戶(hù)粱卻院不厭能挑按延時(shí)留得貍到原發(fā)睛貨常愛(ài)常勞把升同巖一患批蜘貨豪品序承定諾優(yōu)給秀多株個(gè)脈客任戶(hù)6如晚果木沒(méi)恰有射好慎的骨計(jì)蓋劃越…辨…企柏業(yè)家最榜大族的閥客露戶(hù)院要味求蘆從醋今緞天周開(kāi)虧始坊一扯周此內(nèi)逮向洽他同們疫發(fā)捆運(yùn)歌某脆種攀產(chǎn)煩品3惱0瓦0件川，春已腿經(jīng)晚做畢出吧了舌承勺諾拔，往答斥應(yīng)妨按逗時(shí)礎(chǔ)發(fā)棗貨余，挎但兔是盾沒(méi)惹有種人笛保皮證幅一列定穿能膊做未到財(cái)儀務(wù)虜部午門(mén)毫要烈求朵銷(xiāo)綢售給、執(zhí)庫(kù)揉存霸和幣生狼產(chǎn)鐘部角門(mén)幅提宇供紅未判來(lái)原半怎年罵的湖詳森細(xì)墻計(jì)布劃落，稍以率便塑確卷定碗企慘業(yè)孩能觀否霧滿跪足訪它億今掉年興的嗓財(cái)厘務(wù)丹計(jì)儉劃每?jī)蓚€(gè)隊(duì)人連都娘有乖自爐己甜的桐一刺套絞數(shù)至據(jù)萍來(lái)基為鴨自坑己破的毫工毅作喚辯呆護(hù)蟻，錘而鹽把威抱蓬怨除推穿向呼別菠人丹或張別艙的晚部驅(qū)門(mén)雜，除甚蔥至尼抱榴怨筒客艷戶(hù)若或豬供基應(yīng)徐商在撫企城業(yè)挎高始層民領(lǐng)溫導(dǎo)勉會(huì)第議溫上安，瓣竟鐵然磨沒(méi)班有袍一她個(gè)錢(qián)人賽掌揉握傳產(chǎn)殘品儉和階生蒙產(chǎn)倒線浸的養(yǎng)必微要敵和唉足短夠蘋(píng)的撞信湖息削和唱數(shù)銀據(jù)…桐…7E列R閱P計(jì)迫劃癢層喂次經(jīng)教營(yíng)怒規(guī)皮劃銷(xiāo)胖售察和通運(yùn)削作抄規(guī)掠劃主剖生類(lèi)產(chǎn)模計(jì)戴劃物敲料鴉需徑求葵計(jì)噴劃能詠力針需里求悉計(jì)蹲劃8經(jīng)才營(yíng)根規(guī)桃劃銷(xiāo)宗售晚和怠運(yùn)銹作澡規(guī)鹿劃主鄙生襖產(chǎn)將計(jì)妨劃物蓋料霧需政求屢計(jì)占劃能興力蛛需洗求狹計(jì)鵲劃可窩行芒否?執(zhí)萌行決能凈力柔計(jì)炊劃執(zhí)平行忙物勢(shì)料出計(jì)著劃Y戲e箏sN插o9經(jīng)河營(yíng)宵規(guī)怪劃是捏企優(yōu)業(yè)摔的旁戰(zhàn)手略段規(guī)是劃臣，屢確恥定嚴(yán)企鄉(xiāng)豐業(yè)俗的爐經(jīng)排營(yíng)揮目哈標(biāo)柳和雁策厘略見(jiàn)，蠢內(nèi)晶容徹包踏括敞：產(chǎn)征品界開(kāi)繁發(fā)市號(hào)場(chǎng)現(xiàn)占尺有參率質(zhì)鉤量次標(biāo)相準(zhǔn)技厭術(shù)避改侍進(jìn)裁，負(fù)企銹業(yè)障擴(kuò)開(kāi)充職辜工矩培斥訓(xùn)僚，畏隊(duì)園伍燙建虹設(shè)銷(xiāo)夢(mèng)售罷收丑入費(fèi)和罪利炊潤(rùn)1簽0經(jīng)牛營(yíng)流規(guī)肉劃在寒企臺(tái)業(yè)世高覺(jué)層餓領(lǐng)丑導(dǎo)既的常主撞持晝下奸會(huì)堪同繳以途下驗(yàn)各遼部銹門(mén)窩負(fù)捐責(zé)超人茅，呼共仇同憑制酸定銷(xiāo)咬售市參場(chǎng)技竊術(shù)生徹產(chǎn)物松料財(cái)雙務(wù)葵等是愁各唇計(jì)沃劃送層夫次妖的箏依茂據(jù)銷(xiāo)創(chuàng)售趙與什運(yùn)寬營(yíng)哈規(guī)摸劃供盼需切平企衡勵(lì)是點(diǎn)企椒業(yè)古運(yùn)藝營(yíng)北的躬基邪本獸定劑律供嶼需巡壽失穩(wěn)衡潔的幻玉一染個(gè)此案輛例銷(xiāo)良售遞與鄉(xiāng)豐運(yùn)裹營(yíng)荷規(guī)丘劃欺及他其勝作制用銷(xiāo)殼售哈與林運(yùn)湖營(yíng)抗規(guī)瞞劃貢的耍策換略銷(xiāo)翅售軋與登運(yùn)骨營(yíng)贊規(guī)撐劃遭報(bào)蛙告制懶定絕銷(xiāo)乘售落與盒運(yùn)而營(yíng)淺規(guī)碼劃談的告流腿程銷(xiāo)具售獻(xiàn)與孫運(yùn)爛營(yíng)洲規(guī)挨劃昨的鉗評(píng)貿(mào)估步—瞇—針資篩源將需柿求瞇計(jì)津劃1逆1供虛需劣平慮衡胃是獲企微業(yè)雷運(yùn)出營(yíng)抖的攜基翠本亂定拆律供粒需咬矛擇盾樓是蠟企廈業(yè)搜最蹦基陣本渾的護(hù)矛炎盾億，曾供與需茅平闖衡野是符企筍業(yè)立運(yùn)絹營(yíng)倘的郵基塔本事定當(dāng)律如桃果粉供顫需板失翅衡所，嚇無(wú)妨論早是跟需他求搬大辨于弄供柳應(yīng)習(xí)，選還泳是亦供否應(yīng)易大喇于員需某求始，惱都業(yè)將值為選企嘩業(yè)愈帶丹來(lái)府災(zāi)穴難蔑性秩的恩后飲果1媽2供嶺需協(xié)失折衡認(rèn)的牧一脂個(gè)隱案畫(huà)例A怎公兔司殺是畫(huà)一搏個(gè)鴨制寧造嘉公摧司1纖31璃4銷(xiāo)符售饒與車(chē)運(yùn)浪作姐規(guī)徑劃容及況其度作大用兩相個(gè)汗基后本赴的腰目港的連便結(jié)邪經(jīng)恨營(yíng)湯規(guī)舞劃誓與叫詳鉤細(xì)趕計(jì)準(zhǔn)劃奔和丸執(zhí)叨行狐過(guò)跑程控?fù)Q制艇其妙他潔計(jì)猶劃電，醋包抵括階主靈生瀉產(chǎn)便計(jì)告劃恢和法所活有高支服持信計(jì)儀劃是標(biāo)高榨層槽管斬理蹈對(duì)E貼R搶P系結(jié)統(tǒng)劇的異主牽要由輸進(jìn)入銷(xiāo)勿售務(wù)與桌運(yùn)債作律規(guī)鹿劃舅及享其敲作袍用企竄業(yè)裝高拒層紫領(lǐng)術(shù)導(dǎo)田對(duì)些企鳥(niǎo)業(yè)救的認(rèn)管端理純和厲控歲制宣應(yīng)洋當(dāng)房誠(chéng)在蓄總遼量亭級(jí)晌別口上銷(xiāo)蓬售防與續(xù)運(yùn)珍營(yíng)獎(jiǎng)規(guī)它劃灣為芬企牽業(yè)孫的直高關(guān)層警領(lǐng)數(shù)導(dǎo)夢(mèng)提色供淘了茫一受個(gè)巴面輔向笨未臟來(lái)石的假“幕窗趴口撲”雷和乖管源理圈控?cái)?shù)制偉企棗業(yè)鑄的吉“謀手棗柄桃”換浴言節(jié)之飄，涂管陣?yán)韥?lái)好線銷(xiāo)仍售掏與暴運(yùn)罰營(yíng)每規(guī)但劃診，慌就酷抓番住弱了易對(duì)盾整站個(gè)達(dá)企屢業(yè)劣管性理棍和煉控舊制陰的柏關(guān)受鍵槽。1沉51蛇6制晃定由銷(xiāo)銹售缸與否運(yùn)免作執(zhí)規(guī)取劃閥的熊策鞋略銷(xiāo)毯售投與穗運(yùn)宴作脫規(guī)鍬劃方的圍制因定替涉從及餐兩艙個(gè)洽相墨關(guān)打的萍過(guò)羅程對(duì)蒙每文個(gè)待產(chǎn)粒品烤族檔制姨定炸銷(xiāo)趣售今規(guī)濫劃對(duì)把每緞個(gè)剃產(chǎn)波品貞族深制采定鴿生咸產(chǎn)楊規(guī)君劃1姓7制績(jī)定串銷(xiāo)趟售儀與愉運(yùn)吼作消規(guī)飽劃羅的生策霉略對(duì)霧產(chǎn)茄品正族稅總賄需芬求朗的矮預(yù)卸測(cè)關(guān)朽于吉產(chǎn)棟品哄族黑的翅銷(xiāo)沈售墾規(guī)捏劃脆必張須棋和勸單君項(xiàng)島預(yù)到測(cè)棚之慨和蘿一仔致例剛?cè)绯?，縱如駕果捧在泥一慎個(gè)刃產(chǎn)蛋品倦族忽中叮有犧5樹(shù)項(xiàng)向物五料友，慶其聽(tīng)單仿項(xiàng)勸預(yù)緒測(cè)弓之呼和莫為奸1瓦1燃0劑0躲，燈而碼產(chǎn)倆品揭族想的饒銷(xiāo)私售糞規(guī)菌劃境是統(tǒng)1把0皂0降0墾，秘那宣么識(shí)二梅者狂之各一妙必同須受修子改1涼8制嘆定托銷(xiāo)針售耍與貢運(yùn)凍作踐規(guī)墨劃醫(yī)的穴策蚊略為練每煩個(gè)繞產(chǎn)筆品蓮族悲建氣立續(xù)適語(yǔ)當(dāng)亡的禽生蜜產(chǎn)棚率把影產(chǎn)協(xié)品蒸劃負(fù)分宰成質(zhì)產(chǎn)礦品柿族薦，索使辨得亭必僑須膽由戀高跑層增領(lǐng)構(gòu)導(dǎo)朱檢跡查究和鉗批豆準(zhǔn)道的疑物米料該分訓(xùn)組從不憐會(huì)商太料多生街產(chǎn)暗率防不雜包晉括鞭具吊體寬生聰產(chǎn)券批聰量乎的棉時(shí)村間駁和壁數(shù)攪量1爸9生旨產(chǎn)上規(guī)寫(xiě)劃火的占特燭征計(jì)餅劃陳展羨望谷期雅至慶少巷為1拿2個(gè)丟月蛾，誘滾駁動(dòng)計(jì)痛劃浸對(duì)阿象印為到產(chǎn)推品斷族需擾求酷是藝浮起動(dòng)約的屑或稠季墳節(jié)器性簡(jiǎn)的在號(hào)計(jì)場(chǎng)劃騰展役望坐期文內(nèi)床工哄廠合和靜設(shè)研備黑固生定包不屆變要退滿蹦足震多蛇項(xiàng)滑管徹理背目逐標(biāo)岔，暈如低敏庫(kù)兔存生睬產(chǎn)是的獄高巴效埋率高六水叔平雜的膛客井戶(hù)滲服終務(wù)良薯好會(huì)的路員怎工曬關(guān)唯系旦等低。2挺0制聽(tīng)定罰銷(xiāo)徑售悄與脖運(yùn)夜作石規(guī)橫劃色的鵲策埋略銷(xiāo)同售磚規(guī)庭劃門(mén)量痰和諷生賣(mài)產(chǎn)確規(guī)揮劃飲量燭均泉指鋪計(jì)征劃森展第望率期昏內(nèi)榴的壩總斗量M傳T然S：生證產(chǎn)鈴規(guī)驅(qū)劃館量=銷(xiāo)物售出規(guī)菌劃塊量+期差末閥庫(kù)冠存到量-期海初左庫(kù)每存排量M宰T腰O：生厘產(chǎn)霜規(guī)游劃葡量=銷(xiāo)狹售慌規(guī)繞劃萬(wàn)量+期浪初優(yōu)未絮交鵝付幅客蒙戶(hù)趣訂害單懶量-期浙末灑未具交畏付割客福戶(hù)心訂添單銀量?jī)蓽珎€(gè)新公扒式膀可值以距統(tǒng)祝一革表威示芬為控：生群產(chǎn)甚規(guī)虜劃足量=銷(xiāo)掃售敗規(guī)亦劃拼量+對(duì)尼庫(kù)糕存頌量語(yǔ)或乖未求交例付什的六客閑戶(hù)野訂側(cè)單蔽量爪的炊調(diào)巨整2蓮1生寇產(chǎn)卵規(guī)垂劃類(lèi)的倘策準(zhǔn)略追稅逐貌策譜略均樓衡慣策肥略混映合州策怨略2網(wǎng)2需駱求/生棟產(chǎn)時(shí)括間數(shù)盜量追怠逐李策矩略2姑3需方求生效產(chǎn)時(shí)妻間數(shù)咽量均齒衡奇策鹽略2摧4需臂求生捏產(chǎn)時(shí)筐間數(shù)繁量混里合孤策桌略2蓋5銷(xiāo)霸售察與繳運(yùn)仰營(yíng)流規(guī)劇劃壤報(bào)像告銷(xiāo)賀售四規(guī)姿劃生瞇產(chǎn)賞規(guī)緒劃庫(kù)藝存聾計(jì)匹劃缺或喬未未交旁付輔訂較單篇計(jì)診劃2悔6銷(xiāo)刊售奧與阿運(yùn)說(shuō)營(yíng)混規(guī)誕劃增報(bào)噴告銷(xiāo)秧售舅規(guī)貼劃數(shù)：計(jì)晴劃畜需煉求櫻和尤實(shí)外際軟訂都貨界信攀息按魂承惹諾德的陰發(fā)玻貨勢(shì)日潛期蔬列筋出恩的貢客銜戶(hù)押訂耳單漁信潮息2質(zhì)7銷(xiāo)樣售再與胞運(yùn)論營(yíng)岔規(guī)鑒劃車(chē)報(bào)環(huán)告生待產(chǎn)亡規(guī)也劃計(jì)釋劃盡生曬產(chǎn)倘率對(duì)飯于伐過(guò)恩去穩(wěn)的療時(shí)剃區(qū)徒，馬還孕包舟括央實(shí)幼際適的助生竄產(chǎn)泛率庸和搶計(jì)牌劃悶生伙產(chǎn)葉率糊的闖比普較2陣8銷(xiāo)好售暖與寨運(yùn)帳營(yíng)到規(guī)峰劃盞報(bào)捐告庫(kù)貴存羽計(jì)泊劃籃或鎖未遭交品付葉訂絕單狂計(jì)劃劃評(píng)然估別和謊管塔理敢產(chǎn)嘴品旬族盤(pán)的陶庫(kù)染存飲的宮信掠息評(píng)串估匪和鞏管消理就產(chǎn)銷(xiāo)品律族斧未雨交則付術(shù)的仿客院戶(hù)燥訂積單貧的甩信嗚息2侄9銷(xiāo)軌售墨與尊運(yùn)其營(yíng)脖規(guī)輛劃呢報(bào)練告庫(kù)販存籃計(jì)療劃繭－夏－加表酸明饑過(guò)譜去牙的駐以徒及煮未則來(lái)關(guān)預(yù)甜期戚的困庫(kù)楚存北情勵(lì)況對(duì)狼過(guò)渡去評(píng)的役時(shí)飼區(qū)踢，橋把斬計(jì)錯(cuò)劃補(bǔ)庫(kù)跳存鹽量閱與校實(shí)盞際銷(xiāo)庫(kù)便存讓量辜進(jìn)喬行忘比欣較對(duì)美未己來(lái)聯(lián)的余時(shí)稍區(qū)嗚，禿可席以頁(yè)計(jì)挑算悶計(jì)推劃聰庫(kù)趙存嫁量科：計(jì)儀劃漢庫(kù)會(huì)存離量=現(xiàn)笛有堂庫(kù)纖存次量竊－召銷(xiāo)喜售場(chǎng)規(guī)煙劃貌量+生禁產(chǎn)具規(guī)霉劃熄量3鵝0銷(xiāo)得售包與觀運(yùn)徹營(yíng)流規(guī)揉劃在報(bào)跟告未帝交蹦付久客閉戶(hù)澤訂悉單緒計(jì)粒劃響－校－裂表皆明夏過(guò)賄去綠的先未萌交判付遙客耳戶(hù)嫩訂智單虜情的況曉以蕉及廉未淋來(lái)猶的奪計(jì)促劃對(duì)貿(mào)過(guò)法去悟的靠時(shí)鉗區(qū)什，富把密計(jì)鏈劃軍的領(lǐng)未鉤交量付痕客決戶(hù)趙訂出單販和洪實(shí)梁際趨情貨況怎進(jìn)牽行綁比俊較對(duì)那未炒來(lái)討的每時(shí)臭區(qū)炒，此可榴以安計(jì)至算托計(jì)牙劃雷的量未靜交戲付哨的禾客櫻戶(hù)界訂潛單晝：計(jì)森劃霉未睜交沿付家客撒戶(hù)旅訂贏單=當(dāng)圖前禽未河交火付鳴客棕戶(hù)瓣訂搖單+銷(xiāo)綱售掛規(guī)臥劃剖量廳－燙生霧產(chǎn)蜜規(guī)真劃儲(chǔ)量3周1銷(xiāo)度售槐與工運(yùn)陽(yáng)營(yíng)仁規(guī)德劃碗報(bào)辮告芬的構(gòu)例面喚向吐庫(kù)笨存裂生右產(chǎn)樹(shù)的作產(chǎn)問(wèn)品洗族:手駝推晃式榴剪筑草娛機(jī)產(chǎn)箭品長(zhǎng)族渠代財(cái)碼濁：M滲3裹5漫0度刑量國(guó)單刊位陳：亭臺(tái)當(dāng)蘋(píng)前陶日狠期歷：1滑/巨2蝴/做2脖0如0跑5當(dāng)愧前誓庫(kù)波存微量播：4約3讓53尖2銷(xiāo)售規(guī)劃日期9/1110/1011/412/51/21/302/243/264/23計(jì)劃需求量420450480500550550550550550實(shí)際需求455495500550

偏差35452050

累計(jì)偏差3580100150

到期的客戶(hù)訂單455495500550

實(shí)際發(fā)貨量455495500550

生產(chǎn)規(guī)劃日期9/1110/1011/412/51/21/302/243/264/23計(jì)劃產(chǎn)量500500500500550550550550550實(shí)際產(chǎn)量450450460440

偏差-50-50-40-30

累計(jì)偏差-50-100-140-170

庫(kù)存計(jì)劃日期9/1110/1011/412/51/21/302/243/264/23計(jì)劃庫(kù)存量685435455455435435435435435實(shí)際庫(kù)存量600555515435

偏差-85-180-240-320

3黑3銷(xiāo)柳售典與拒運(yùn)左作陰規(guī)悉劃會(huì)報(bào)歉告反的安例面休向姓訂科單簡(jiǎn)生遇產(chǎn)艦的擺產(chǎn)談品顯族:載糧重技卡稀車(chē)產(chǎn)歡品介族疑：M雞0扭1主3卸8度丟量布單繼位使：渣輛當(dāng)旺前梨日虧期焦：1音/章2廢/濃2袖0蓄0美5當(dāng)肚前綁未儲(chǔ)交偽付盜訂絨單墳：4網(wǎng)4蓬83虎4銷(xiāo)售規(guī)劃日期9/1110/1011/412/51/21/302/243/264/23計(jì)劃訂貨量300300300300300300300300300實(shí)際訂貨量300290305303

偏差0-1053

累計(jì)偏差0-10-5-2

到期的客戶(hù)訂單300300300300300148

實(shí)際發(fā)貨量300300300300

生產(chǎn)規(guī)劃日期9/1110/1011/412/51/21/302/243/264/23計(jì)劃產(chǎn)量300300300300150150150150150實(shí)際產(chǎn)量300300300300

偏差0000

累計(jì)偏差0000

未交付訂單計(jì)劃日期9/1110/1011/412/51/21/302/243/264/23計(jì)劃未交付訂單4504504504505