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目前绝大多数营销活动的预测都只能定性的做一些粗略的估计,还不能做到定量分析与管理,这给正确的销售规划带来了困难。本文根据市场运行的规律分析一个销售方和竞争对手的销量函数关系,指出影响销量的因素分为三类:市场因素、本方因素、对手因素,对连续型的数量关系用解微分方程组的方法推导出结论,对离散型数据关系也类推出数学表达式。给出了来源于实际的两个例子。该数学模型的特点是构造市场运动的结构关系,不需要大量的统计数据,简洁实用,可操作性强,准确性高,适应性强。从而为理论界以及销售管理者实施管理提供了一个定量、合理、高效的管理工具。
At present, the prediction of most marketing activities can only make some rough estimates qualitatively, and can not do quantitative analysis and management, which brings difficulties to the correct sales planning. According to the law of market operation, this paper analyzes the sales function relationship between a seller and a competitor, points out that there are three types of factors that affect the sales volume: market factor, local factor, opponent factor, and the continuous quantitative relationship The method derives the conclusion that mathematical expressions are also introduced for discrete data relationships. Give two examples from the actual. The mathematical model is characterized by the structure of the structure of the market movement, does not require a large amount of statistical data, concise and practical, maneuverability, accuracy and adaptability. This provides a quantitative, reasonable and efficient management tool for theorists and sales managers.