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    樂載兵:   財務人員必須掌握的高水平數據分析與
    2016-01-20 4462
    對象
    營銷人員、財務會計管理人員
    目的
    挖掘客戶潛力,提升數據分析能力
    內容

                                  財務人員必須掌握的高水平數據分析與報告

    Background


    財務分析的意義——通過財務可以透視企業的一切經營活動:
    The meaning of financial analysis—— can examine all the business activities of enterprises by finance:
    企業所有活動的目標和終結點是財務,因而,通過財務分析可以看出企業存在的幾乎所有問題。
    All activities’ objectives and end points of enterprises are finance, thus, almost all the problems of enterprises can be seen through financial analysis.

    1.    財務分析是反映企業管理、經營、決策能力的重要方面!
          Financial analysis is the important aspect that reflects the business management, operation, decision-making capacity!
    2.    通過財務分析可以解析、透視企業的幾乎一切經營活動!
          Almost all the business activities can be analyzed and examined through financial analysis!
    3.    財務分析是銷售、生產、經營、發展、戰略等決策的依據!
          Financial analysis is the basis of sales, production, management, development, strategy and other decision-makings!
    4.    財務分析也是制訂下期計劃、預算,有效管理的重要方式手段!
          Financial analysis is also the important way of making the next plan, budget and effective management!
    必須依賴一個完整的、現代化的、成功的財務分析體系!用數據管理公司
    Must rely on a complete, modern and successful financial analysis system! Use the data to manage company

    1.    戰略需要數字作依據
          Strategies need data as basis
    2.    細節需要數字作說明
          Details need data to explain
    3.    經營需要數據作評估 
          Operation needs data to evaluate
    4.    管理需要數據作指南
          Management needs data as guide
    企業在財務分析方面通常存在的核心問題:
    Enterprises’ usual core problems in financial analysis:

    1.    企業各層管理人員尤其是高層領導對財務分析的作用認識不夠,分析的目的不明確。沒有真正把財務管理與分析工作當做企業管理的重要手段,沒有認識到財務分析是企業經營管理的重要方法;
           Enterprises’ management personnel in every level especially the senior leadership is not enough understanding the function of financial analysis, the analysis purpose is not clear. They don’t really make the financial management and analysis as the important way of business management, don’t recognize that financial analysis is the important way of enterprise operation management;
    2.    財務分析技術不夠。缺乏邏輯,不夠全面,主次不分明;
          Financial analysis skills are not enough. Lack of logic, not comprehensive, primary and secondary are not clear;
    3.    只是純粹的財務數據,沒有很好的與業務結合的業務數據,如:銷售分析、采購分析,這樣對企業的業務發展和整體經營分析起不到多大作用;
          Just purely financial data, are not well combined with business data, such as: sales analysis, purchase analysis, these will not do much for business development and overall management analysis;
    4.    分析頻率不夠,時間太久,有的甚至半年、一年沒有一次完整的財務分析;
          The frequency of analysis is not enough, the time is too long, some even half a year, there is not a complete financial analysis in a year;
    5.    財務人員與領導和其它管理者的溝通不夠,高層領導不是完全理解財務分析報告的內容,財務分析很難對公司的運營起到指導與戰略作用。
          The communication of financial staff with leadership and other managers is not enough, senior leadership is not fully understand the content of financial analysis report, the financial analysis is difficult to play a guiding and strategic role for the company’s operations

     

    Target Audience


    財務總監、財務經理、會計主管、管理會計、財務部所有跟數據分析工作相關的同事
    Financial director, accountant supervisor, management accountant, all the relevant data analysis staff in financial department
    希望懂得如何數據分析的各部門主管,尤其是銷售部管理人員、市場部管理人員
    Department heads who want to know how to analyze the data, especially sales managers and marketing managers

     


    Course Outline

     

    第一部分:

    從財務報表看企業經營質量
    See the quality of business from the financial statements
       資產負債表
       Balance sheet
       現金流量表
       Cash flow statement
       利潤表
       
    Income statement
    企業如何營造持續性的贏利結構
    How to create a sustainable profit structure for enterprises
       案例1:直觀的量本利分析
       Case 1: Intuitive analysis of the amount of principal and interest
       案例2:單店營運預測
       Case 2: Single-store operation forecast
    從股東的角度進行決策
    Make decisions from the perspective of shareholders
       案例3:投資回報模型
       Case 3: Model of return on investment

    第二部分:

    基于財務數據的市場分析
    Market analysis based on financial data
    客戶分析
    Customer Analysis
       案例4:客戶分析-真正有價值的客戶在哪里?
       Case 4: Customer Analysis – where are the truly valuable customers?
    新品上市的數據跟蹤
    New listing data tracking
       案例5:新產品上市分析
       Case 5: Analysis of new products
    銷量趨勢分析
    Sales trend analysis
       客戶數趨勢分析
       Analysis of the number of customers trend
       客戶開發質量分析
       Analysis of customers development quality 
       品類分析
       Analysis of category 
       區域分布分析
       Analysis of regional distribution
    面向競爭的市場分析與管理
    Marketing analysis and management of competitions
       案例6:產品分析策略-矩陣分析
       Case 6: Product analysis strategy - matrix analysis
    競爭對手的價格策略分析
    Analysis of competitors' pricing strategies
       案例7:產品價格分析
       Case 7: Product price analysis
    如何利用財務數據進行市場決策
    How to use financial data to make market decisions
       如何定價   
       
    how to set a price
       如何確定年度產品投入策略
      
     how to determine the annual product investment strategy
       如何確定客戶投入策略
       
    how to determine customer investment strategy
       如何確定渠道投入策略
       
    how to determine the channel investment strategy
       如何確定區域投入策略
       
    how to determine the area ??investment strategies 
       如何制定年度營銷預算
       how to make the annual marketing budget 
       如何制定有效的銷售人員考核指標
       how to make effective performance evaluation indicators of sales personnel

    第三部分:

    基于財務數據的銷售運營分析
    Sales operations analysis based on financial data
    營銷和財務部門的共同目標和分歧
    he common goals and differences of marketing and finance departments
       共同目標:收入和利潤最大化,成本最低化
       The common goal : Maximization of revenue and profit, minimization of cost
       分歧:長期和短期要求,客戶滿意提升和成本降低,標準產品和個性化產品
       The differences: Long-term and short-term requirements, customer satisfaction enhancing and cost reduction, standard products and customized products
    從財務角度看營銷業績質量
    See the quality of marketing performance from a financial point of view
       銷售利潤率
       Profit ratio of sales
       毛利率
       Gross profit ratio
       存貨周轉率
       Inventory turnover
       應收帳款周轉率
       Accounts receivable turnover
       現金流量
       Cash flow
       成本結構
       Cost structure
    財務部門需要提供哪些數據
    What are the data that financial department should provide
       客戶貢獻率和增長率 
       The customer contribution rate and the growth rate
       產品貢獻率和增長率 
       
    The product contribution rate and growth rate
       定價和需求關系
       Pricing and demand relationship
       產品的邊際成本效應
       
    The marginal cost effect of products
       區域市場的銷售記錄
       
    The regional market sales record
    如何進行銷售數據分析
    How to analyze the sales data
       產品表現
       
    The product performance
       區域表現
       
    The regional performance
       客戶表現
       The customer performance 
       渠道表現 
       The channel performance 
       銷售人員表現
       
    The sales staff performance
       市場份額
       The market share 
       各類增長率
       All kinds of growth rate
       各類貢獻率
       
    All kinds of contribution rate
    商品庫存與采購分析
     Merchandise inventory and purchase analysis
       案例8:銷售庫存分析(哪些產品采購多了,哪些產品會斷貨?)
    Case 8: Sales of inventory analysis (which products are purchased more, what products will be out of stock?)
    用直觀的圖表激活您的銷售團隊
     Activate your sales team with intuitive charts
       案例9:銷售行為分析模型
       Case 9: Sales behavior analysis model
    零售門店的運營數據挖掘
    Retail stores operating data mining
       案例10:零售行業數據分析
       Case 10: Data analysis of retail industry
       客戶消費習慣
       Customer spending habits
       通道利用效率
       Channel utilization efficiency
       客流峰值分析
       Passenger flow peak analysis
       商品比例分析
       Proportion of goods analysis
    銷量預測
    Sales forecast
       案例11:銷量預測-數據分析加上經驗調整
       Case 11: Sales forecast - Data analysis plus experience adjustments
    訂單履行記錄中的客戶服務質量分析
    Customer service quality analysis in order fulfillment record
       案例12:訂單發出到客戶簽收的全過程跟蹤
    Case 12: The whole process tracking from the order issued to the customer to sign

    第四部分:

    基于財務數據的采購和生產控制分析
    Procurement and production control analysis based on financial data
    生產分析
    Production analysis
       案例13:是生產損耗的問題還是采購成本的問題?
       Case 13: Is it the problem of production loss or the problem of purchase cost?
    采購控制
    Purchasing control
       案例14:你的大供應商是誰?大宗物品漲價的影響會打擊你多深?應付賬款余額是否合理?下月我還要  準備多少現金?
    Case 14: Who are your big suppliers? How deep will the influence of commodities prices increasing hit you? Is the payable balance reasonable? How much cash do I have to prepare next month?
    質量分析
    Quality analysis
       案例15:質量趨勢—質量紀錄中的問題
       Case 15: Quality trends – the problems in quality records

    第五部分:

    基于財務數據的人力資源管理分析
     Human resource management analysis based on financial data
    薪資預算和薪酬管理
    Salary budget and management
       案例16:從工資獎金表中得出的信息
       Case 16: The information obtained from the salary and bonus table
       案例17:年度薪資預算方案模型制定
       Case 17: Annual salary budget model making
    人力資源結構分析
    Human resources structure analysis
       案例18:公司員工結構多緯度分析
       Case 18: Enterprise employees structure analysis from more latitude

    第六部分:

    完整的財務分析模板
     A complete financial analysis template
    贏利能力分析
    Profitability analysis
    人員分析
     Staff analysis
    直營系統分析
    Direct sales systems analysis
    經銷渠道分析
    Distribution channels analysis
    產品分析
     Product analysis

     

     

     


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