The book covers a wide range of issues related to data analysis and sales planning. The first chapter is devoted to the master data, as well as a simple report, both analytically and necessary for the daily sales management. The methods of calculating the level of service, distribution and binding range. The second chapter describes the process of sales and operations planning, forecasting methods of time series and introduces the concept of Volume Building Blocks, allowing all participants forecasting process to understand who and for what reason has made changes in the forecast. The methods of calculating the effect of price promotions and methods of forecasting of detail in all dimensions. A new approach to S & OP-process management allows not only a month to learn about the current status and outlook for the future, but also to carry out "what-if" analysis of the profit and loss account in real time. The third and fourth chapters, the process of secondary sales data collection, one of the methods of secondary sales planning, as well as issues of unification of data on primary and secondary sales, combining plans of primary and secondary sales, warehouse management distributors. The book is written for analysts and sales staff of business units, specialists in forecasting demand, supply chain analysts, IT-analysts and the whole range of managers working in the FMCG market companies, as well as students of economic specialties. It also will be useful for professionals working in the field of consulting and IT, cooperating with FMCG-companies, as it will help them to better understand the real needs of its customers.
Analysis and Planning of Sales Fmsg Market Companies
av Igor Gusakov
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