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      當前位置: 首頁 > 中級經濟師 > 中級經濟師備考資料 > 2019年中級經濟師考試工商考點企業銷售物流管理

      2019年中級經濟師考試工商考點企業銷售物流管理

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      發布時間:2019年06月10日 13:04:35 來源:環球網校 點擊量:

      【摘要】環球網校分享了 "2019年中級經濟師考試工商考點企業銷售物流管理 ",以下介紹了中級經濟師考試中級工商考點供大家參考,更多資料敬請關注環球網校中級經濟師考試頻道……

      相關推薦:2019年中級經濟師考試工商考點匯總

      第五節 企業銷售物流管理

      一、企業銷售物流概述

      (一)概念

      指企業在銷售過程中,將產品的所有權轉移給用戶的物流活動,是產品從生產地到用戶的空間轉移。

      (二)特征和意義

      1、特征

      ①具有一體化的特征。包括訂貨處理、產成品庫存、發貨運輸、銷售配送等。

      ②具有服務性強的特征。以滿足用戶的需求為出發點,進而實現銷售和售后服務

      2、意義

      ①連接生產企業和需求終端的橋梁 ②企業獲取利潤的源泉。

      二、企業銷售物流的組織(新增內容)

      (一)企業銷售物流的組織結構形式

      主要形式如下:

      1、職能式組織結構形式

      2、產品式組織結構形式

      3、市場式組織結構形式

      以市場為主要特征來組織銷售物流,整個銷售物流的各環節由各個不同的市場部門分別由不同的職能部門來共同完成

      4、地區式組織結構形式

      以地區為主要特征來組織銷售物流,整個銷售物流的各環節由各個不同的地區部門分別由不同的職能部門來共同完成

      (二)企業銷售物流的組織內容

      1、產品包裝

      包裝可視為生產物流系統的終點,也是銷售物流系統的起點。包裝具有防護功能,倉儲功能,運輸功能,銷售功能和使用功能,是組織銷售不可缺少的一個環節

      2、成品儲存

      保持產品的合理庫存水平,及時滿足客戶需求,是產品儲存最重要的內容。

      3、銷售渠道選擇

      ①生產者——消費者,銷售渠道最短(如鋼材、木材等)

      ②生產者——批發商——零售商——消費者,銷售渠道最長(日用百貨,小五金)

      ③生產者——批發商或零售商——消費者,介于兩者之間(日用百貨,小五金)

      4、產品發送

      運輸方式的選擇需要參考產成品的批量、運送距離和地理條件等

      5、信息處理

      三、企業銷售物流管理

      (一)企業銷售物流管理的目標及原則

      1、目標

      ①在適當的交貨期,準確的向顧客發送商品

      ②對于客戶的訂單,盡量減少和避免缺貨

      ③合理設置倉庫和配送中心,保持合理的商品庫存

      ④使運輸、裝卸、保管和包裝等操作省力

      ⑤維持合理的物流費用

      ⑥使訂單到發貨的情報流動暢通無阻

      ⑦將銷售額情報,迅速提供給采購部門、生產部門和銷售部門

      2、原則

      ①根據客戶的服務特性劃分客戶群

      ②根據客戶需求和企業可獲利情況設計企業的物流網絡

      ③傾聽市場的需求信息,及時發現需求變化的早期警報

      ④實施延遲策略

      ⑤與渠道成員建立雙贏的合作策略

      ⑥在整個分銷渠道領域構筑高效的信息平臺

      ⑦建立整個銷售物流的績效考核準則

      (二)銷售物流系統的合理化及其實現

      1、銷售物流系統的合理化的形式

      ①大量化 通過控制客戶的訂貨,增加運輸量,使發貨大量化

      ②計劃化 按照規律制定發貨計劃,對其實施管理

      ③商務分離化 將訂單活動與配送活動相互分離

      ④差別化 把倉儲地點和配送方式區別開來

      ⑤標準化 銷售批量規定訂單的最低量

      2、銷售物流系統的合理化實現

      ①銷售物流的綜合成本控制

      ②直銷方案的綜合物流費用分析

      ③銷售物流的統一管理

      (三)企業銷售物流管理的評價

      1、效率評價 投入產出比

      2、物流成本控制:物流成本指產品空間位移(包括靜止)過程中所消耗的各種資源的貨幣表現,是物品在實物運動過程中發生的人力、財力、物力的總和。

      ①物流成本的局部控制 ②物流成本的綜合控制

      3、企業銷售物流的綜合評價

      ①原則 :整體性原則;可比性原則;經濟性原則;定量與定性相結合的原則

      ②指標:成本指標;效率評價指標;風險評價指標;客戶滿意度指標

      環球網校提供“ 免費預約短信提醒”會及時為大家推送2019年各地區經濟師報名時間提醒!

      小編分享的“2019年中級經濟師考試工商考點企業銷售物流管理”供大家參考,以下小編整理了中級經濟師備考資料、歷年真題供大家免費下載,點擊以下“資料下載”注冊即可免費得哦……

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