Sales Rolling Forecast
APICS CPIM MPR Sales Forecasting
3
Sales forecasting is the most important planning task within any company – large or small
Sales Forecasting
Importance
Forecasting of sales provides the starting point of assumptions used in various planning activities and for the development of short term financial control system All functional areas of an organization have a planning task, and all their projections and future estimates depend upon the sales forecast.
(Actual verses assigned quotas)
Consequently, establishment of realistic sales quotas is one of the most critical tasks, faced by a sales manager 2. Developing of sales budgets Management plan for expenditures to accomplish sales goals
in Pakistan
Sales Potential –
P&G’s expected sales of detergents for the same period in Pakistan
sales 作为形容词
sales 作为形容词"Sales"作为形容词的对应英语是"sales"。
它的意思是与销售相关的，表示与销售活动、销售业绩或销售部门有关。
以下是一些双语例句：1. We need to improve our sales strategy to boost our sales performance.我们需要改进销售策略来促进销售业绩。
2. The sales department is responsible for generating revenue for the company.销售部门负责为公司创造收入。
3. The company is offering a 50% discount on all sales items.公司对所有销售商品提供50%的折扣。
4. The sales team has been working tirelessly to meet their monthly sales targets.销售团队一直在努力工作，以达到他们的月度销售目标。
5. The company's sales figures have been steadily increasing over the past year.过去一年，公司的销售数字稳步增长。
6. The sales manager is responsible for overseeing the sales team and achieving sales targets.销售经理负责监督销售团队并实现销售目标。
7. Our sales representatives are highly trained in customer service and product knowledge.我们的销售代表在客户服务和产品知识方面经过了高度培训。
8. The sales forecast indicates a potential increase in revenue for the next quarter.销售预测显示下个季度可能会增加收入。
财务报表分析 英文
Others
Treasury M&A Risk
•Strategy
•Budget •Forecast
Management
Insurance Auditing
Compliance
Hedging ….
11
11
Introduction and Basic Concepts
导言及基本概念 Introduction and Basic Concepts
•
14
Results are reported by location, by region, by business, by sector and then total company.
14
Operating Results – Income Statement
Actual Sales Standard Profit % of Sales Manufacturing Profit % of Sales Distribution Admin Selling R&D Total Support Costs % of Sales Other Inc/Exp Admin / Cap Charge Operating Profit ROS %
topics
9
9
Introduction and Basic Concepts
Accounting
Booking
(AP, AR, GL, FA)
Taxation
Statutory Group
Reporting
Reporting
Controlling
Costing
Reporting
Internal Policy
价值流程图-VSM
PROCESSES
Products
Receiving Cutting Strip Soldering Crimp Insertion molding test inspect Pack
A
x
x
x
x
x
x
x
x
x
B
x
x
x
x
x
x
x
x
x
C
x
x
x
一次质量
2 x/ day
发运
I
500 pcs
Inventory Part A = 750 pcs Part B = 600 pcs Part C = 1650 pcs
# of shifts =
环节6：定义信息流
绘制从收到订单到下达生产订单（客户旳订单，生产订 单，采购订单）旳信息流。
统计生产订单及有关产品。 统计生产计划系统及随产品经过系统旳文件材料。 统计你怎样与供给商和客户沟通。 统计信息怎样整顿和发放，例如：电子方式，手工方式，
区别流动中旳推动和拉动。 包括产品接受和质量检验旳全部控制。
推动
流程生产不考虑下游（内部 ）客户流程旳实际需求，直 接推动未完毕产品经过流程 。生产根据既定计划。
VS
拉动
每个后续生产环节都是前一 流程环节旳客户。当需要时 （拉动）由客户要求数量， 而不是简朴旳根据前面生产 环节生产并直接送到客户处 （推动）。
怎样辨认流程中旳挥霍？
价值流图（VSM）
价值流图消除挥霍
价值流图旳目旳在揭发挥霍旳起源。
我们应着眼于回答下述问题： “我们怎样能够仅生产下个流程所需，并仅在该流程需要时生产旳方式
Sales
Sales Force Automation GuideJanuary 13, 2012Version 2012 Release 1Copyright NetSuite, Inc. 2009 All rights reserved.Sales Force Automation GuideJanuary 13, 2012This document is the property of NetSuite, Inc., and may not be reproduced in whole or in part without prior written approval of NetSuite, Inc.TrademarksThe following marks are registered trademarks or service marks of NetSuite, Inc. in the United States and other countries.• NETSUITE• The "N" in NetSuite Logo• SUITESCRIPT• SUITEFLEX• ONE SYSTEM. NO LIMITS.• PREMIER PAYROLL SERVICEOpenAir is a trademark of OpenAir Inc.Other trademarks and service marks used or referenced in this document are the property of their respective owners and are hereby acknowledged.Chapter 1 Sales Force Automation OverviewChapter 2 Managing Your Sales TeamTeam Selling . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6Sales Rules. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11Sales Territories . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12Establishing a Quota . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14 Chapter 3 Managing DealsOpportunities. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17Analyzing Opportunities in Your Pipeline . . . . . . . . . . . . . . . . . . . . . . . . . 22 Chapter 4 Sales ForecastingSetting Up Sales Forecasting . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 28A Sales Rep’s Guide to Forecasting . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 31Forecasting Best Practices. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 36Forecasting Preferences . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 37Advanced Forecasting . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 38Estimates in the Forecast . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 38Opportunities in the Forecast . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 40Saving Sales Manager Forecasts. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 43Saving Sales Rep Forecasts . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 44Historical Metrics. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 45 Chapter 5 Motivating Your TeamEmployee Commission Schedules. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 48Employee Commission Plans. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 55Chapter 1Sales Force AutomationOverviewAs a sales manager, NetSuite’s integrated sales features give you power, flexibility, andconvenience in managing your sales team.Y ou no longer have to juggle separate applications for commission, forecast reporting andcontact management. Everything you need is included in NetSuite’s integrated SFA andaccounting features, saving you the time you would spend exporting data between applications.NetSuite manages each stage of your selling process from lead generation to lead assignment,from opportunity to order.NetSuite’s forecast and pipeline tools are unmatched by other software applications, sinceactual closed sales are included. With Search, customizable reports and KPIs on yourdashboard, you will have the knowledge you need to fine tune your selling strategies monthafter month.This guide walks you through the process of setting up your sales team in NetSuite includingautomated lead assignment, forecast, and pipeline management, and paying commission toyour sales reps.In this chapter you will get an overview of the SFA features available in NetSuite and how they can help your sales team succeed.Managing Your Sales TeamNetSuite’s SFA includes all the tools you need to efficiently manage your sales teams.First, create sales teams to represent the groups of employees that work to make sales. Then, set up automatic lead routing so that new leads and customers are assigned to your reps. Before your reps start making sales, you can use NetSuite to establish quotas for individual sales reps and managers. Since NetSuite records actual closed sales, you can accurately report on whether your sales reps meet quota from month to month.Setting Up Sales TeamsThe first step in managing sales with NetSuite is to set up your sales teams.With the Team Selling feature, you can attribute sales transactions to sales teams made up of groups of employees. Each member of a sales team has a sales role that describes their work in making sales. For example, in addition to sales reps, a sales team might have sales engineers that answer technical questions about the products and services you offer.By entering a contribution percentage for each team member, you can determine the percentage of each deal that is applied towards the quotas and forecasts of reps on the team. Contribution percentages also determine the amount of the deal that is used to calculate commission.For more information, see Team Selling.Setting Up Lead ManagementNetSuite provides two workflows for the conversion of leads to prospects and then to customers. One workflow allows you to convert leads by changing their status or by entering transactions for them. The second workflow requires the Lead Conversion feature and is best suited for sales organizations that work deals through individuals that are associated with companies.For more information, see Lead Management Overview.NetSuite’s automated lead routing lets you distribute leads evenly among your sales reps according to your rules and territories. Defining sales territories allows you to channel new leads to the sales reps that are best able to convert them. When leads come in, whether from lists or from your Web site, they are automatically assigned to your sales reps.For more information, see Sales Territories.Setting QuotasBefore your team starts selling, you should also set quotas for your reps.As opportunities are converted to orders, sales managers can monitor how closely sales reps are to meeting quota. NetSuite’s quota management feature allows you to set quotas categorized by item, class or department.For more information, see Establishing a Quota.Measuring Your SuccessFor a sales manager, the bottom line is whether or not your team meets its quota. NetSuite SFA provides sales managers with the tools necessary to monitor sales numbers during a period allowing you to make timely and effective adjustments.In NetSuite, you can use opportunities to track your sales. Anyone viewing an opportunity can easily see the items involved in a deal as well as view a record of all communication regarding the deal.Opportunities also add another level to your sales process by allowing your sales reps to associate multiple estimates with a single deal while still maintaining accurate forecast and pipeline totals.NetSuite’s forecast and pipeline analytics provide up-to-the-minute sales figures so you can make informed decisions about your sales initiatives in time to make quota.For more information, see Sales Forecasting.Managing DealsIt is essential for a sales manager to know early in the sales period what needs to be done to meet quota. One of the most useful metrics in managing future sales is the pipeline. In NetSuite, your pipeline amount is equal to the total value of open estimates and opportunities. Sales reps track deals they negotiate with prospects by attaching tasks, meetings, phone calls and contacts directly on the opportunity they are working on. Y ou can get a detailed look at the steps your reps are taking to close specific deals right from the opportunity record.For more information, see Managing Deals.Pipeline AnalysisNetSuite provides all the tools you need to track and manage deals in the pipeline. This helps you maximize the deals you close.With reports, KPIs, snapshots, and search, you can easily view information on open estimates and opportunities. This information helps you and your sales reps make the informed decisions that close deals.For more information, see Pipeline Reports and KPIs.Forecasting Your SuccessAt any point during the sales period, it is crucial that you are able to predict your final numbers so you can maintain or adjust your selling strategy.With NetSuite, you can produce aggregated forecast reports across sales territories and teams that also include actuals and provide accurate, real-time visibility.For more information, see Sales Forecasting.Rewarding Your TeamSales reps are motivated by the commission they can earn on sales. NetSuite’s sales compensation feature gives you the power and flexibility to award commission based on total sales, quota, profitability, and more. Each sales rep can view the commission they have earned in real time on their personal dashboards, driving them to sell.If you use NetSuite’s payroll feature, you can also pay commission on sales reps’ paychecks, letting you manage each step of your sales compensation program.For more information, see CommissionsMotivating Y our Team.Chapter 2Managing Y our Sales Team As a sales manager, the less time you spend keying data, the more time you have to analyze andevaluate your selling process. NetSuite’s automated lead routing feature does just that. All newleads and customers are automatically assigned to the appropriate sales rep’s leads or customerslist.The first step in the process is to create sales teams. Sales teams are made up of reps and otheremployees that have a role in closing deals.Before your team begins selling with NetSuite, you can set up the rules and territories thatdetermine how leads are distributed among your sales reps. Y ou also establish the sales quotasthat your reps must meet.To begin managing your sales force with NetSuite, complete the following tasks:1.Set up the Team Selling feature.2.Define Sales Rules and Sales Territories.3.Set quotas for your sales reps.For more information, see Establishing a Quota.Team SellingThe Team Selling feature allows you to associate sales transactions and customers with salesteams comprised of various employees. In addition to sales reps and managers, sales teams caninclude engineers, account managers and other employees that aid in the sales process.Y ou can use sales territories to route new leads, prospects, and customers to sales teams forassignment. For more information, see Sales Territories.To turn on the Team Selling feature, go to Setup > Company > Enable Features > CRM. Checkthe Team Selling box, and click Save.When you turn on Team Selling:•The Sales Rep field on sales transactions and on customer records is replaced with a Sales Team subtab.•The Sales Rep checkbox on employee records is replaced by a Sales Role field.•Existing employees marked as sales reps are assigned the Sales Rep sales role.• A Select Sales Team Members option is added to the Create Group page.•The Sales by Sales Team Summary and Detail and the Sales Orders by Sales Team Summary and Detail reports are available.•Sales reports that organize data by sales rep are grouped by sales team by default.In addition, enabling the Team Selling feature affects existing transactions and customers in thefollowing ways:•If an existing customer or sales transaction is associated with a single sales rep, that rep is chosen on the Sales Team subtab for the customer or transaction. This rep is markedas the primary sales rep.•If an existing customer or sales transaction is associated with a sales group created prior to enabling Team Selling, the members of that sales group are selected on theSales Team subtab. No primary rep is indicated.If you later turn off the Team Selling feature, NetSuite maintains the sales team data fortransactions that were entered while Team Selling was being used. This ensures thatcommission payments and quota calculation remain accurate.If, however, the sales rep on one of these transactions is modified, the team selling informationis lost, and the commission data is updated to reflect the change.Setting Up Team SellingSales teams are created to include all of the employees that work together to close deals. Each member of a sales team is assigned a sales role that describes what they do to aid the sales process.Creating a Sales RoleBefore you create a sales team, you must create sales roles and assign them to your employees. Note:The Sales Rep sales role is included by default. If you allow sales team contributions in excess of 100%, you must also create an adjustment rep salesrole. For more information on overassignment, see Overassignment andAdjustment Reps.To create a sales role:1.Go to Customers > Other > CRM Lists. Click Sales Role.2.Enter a name and description for the role.3.If this is a role assigned to sales reps, check the Sales Rep box.Employees with sales rep sales roles appear on sales reports and KPIs.4.Click Save.Next, select the role in the Sales Role field on the Human Resources subtab of each employee’s record.Creating a Sales TeamAfter you have assigned sales roles to your employees, you can create a sales team record. Sales teams in NetSuite are groups of employees. Each employee in a sales team has a designated contribution percentage. A member’s contribution percentage determines how much of a transaction’s total is used to calculate:•commission earned for that transaction•how much of the transaction counts towards a quota•how the transaction affects the sales forecastFor example, a sales rep has a 10% contribution percentage in her sales team. When one of herteam’s customers completes a transaction, she earns 10% of the commission she would have earnedhad she been the only rep on the deal.When creating a sales team, you choose the primary sales member by checking the Primary box next to the member’s name. Only the primary sales rep can edit the sales forecast for transactions associated with the team. Additionally, the primary sales rep appears on sales reports in the Primary Sales Rep column.To create a sales team:1.Go to Setup > Sales > Sales Management > Sales Teams > New.2.Enter the name of the sales team.3.Select the owner of the group.4.If this group has an email alias in your email application, enter that address in theEmail field.5.On the Members subtab, do one of the following to add members to this group:•To add individual members, enter part of a member’s name in the Name column, and press Tab. Select a member, and click Add. Repeat these steps for eachmember.•Click Add Multiple, and hold CTRL to select more than one member from the list.•Click Add With Search to enter search criteria for the members you want to add.6.In the Access Level column, select the level of access this person should have to thegroup’s calendar and events.7.The sales role on the employee’s record appears in the Sales Role column.Y ou can change the employees sales role for this sales team.8.Check the box in the Primary column if this employee is the lead for this sales team.9.In the Contribution % column, enter the default contribution percentage for each teammember.Note: The total contribution percentage for sales rep roles must equal 100% unless you enable the Allow Overassignment in Sales Team preference at Setup > Sales & Marketing Automation > Sales Preferences.Y ou can later adjust a team member’s contribution percentage in the Contribution % column on individual sales transactions or customer records.10.Click Add.11.Repeat these steps for each member of the group.12.If you allow contribution overassignment, select an adjustment rep for each managerin the sales team. For more information, read Overassignment and Adjustment Reps.13.Click Add.14.Click Save.Now, you can assign this sales team to customers and sales transactions. Overassignment and Adjustment RepsIf you allow contribution percentages to exceed 100%, you must create adjustment sales reps for each sales team to ensure that sales reports show proper totals.Overassignment enables you to allow sales reps to count the full transaction amount when calculating quota, commission or sales forecast, even if other sales reps were involved.Before you create an adjustment rep record, you must create an adjustment rep sales role. For more info, see Creating a Sales Role.To create an adjustment sales rep record:1.Go to Setup > Sales & Marketing Automation > Sales Preferences.2.Check the Allow Overassignment in Sales Team box.3.At the bottom of the page, enter a name for the adjustment rep.It is a good idea to name your adjustment reps so that you can easily tell which salesmanager or supervisor they are created for, for example, AdjustmentRep_LindaSmith.4.In the Sales Role field, select Adjustment Rep.5.Select the sales manager or supervisor whose sales totals you want this adjustment repto correct.6.Click Add.Now, you can add this adjustment rep to a sales team.To add an adjustment rep to a sales team:1.Open the sales team group record at Customers > Relationships > Groups > New.2.On the Members subtab, select the adjustment rep for the team’s supervisor ormanager in the Name column.3.In the Sales Role column, select the adjustment rep for this team’s manager orsupervisor.4.In the Contribution % column next to the adjustment rep, enter the amount in excessof 100% the other sales rep team members contribute.5.Click Add.6.Click Save.Adjustment reps appear in the sales team on sales reports and KPIs.Associating Sales Teams with Customers and TransactionsWith the Team Selling feature enabled, you can associate sales teams with sales transactions and with lead, prospect, and customer records.To associate a sales team with a lead, prospect or customer:1.Edit the record you want to associate with a sales team.2.Click the Sales subtab.3.In the Choose Team field, select the sales team.The sales team members are listed on the Sales Team subtab.4.Click the Sales Team subtab.5.Y ou can do the following:•Select the primary rep for this record in the Primary column.•Adjust the contribution percentages for this record.•Add additional sales team members for this record.6.Click Save.Now, when you enter a transaction for this lead, prospect or customer, the sale is tied to the sales team for the purpose of generating commission, calculating quota, reporting sales and forecasting. If you view a record, the primary rep is shown in the Sales Rep field along with the primary rep’s contribution percentage.When you enter a transaction for a customer, the sales team associated with the customer is selected by default on the Sales subtab. Y ou can adjust the settings for a sales team on individual transactions by altering the contribution percentages, changing the designated primary rep or adding members to the sales team.To associate a sales team with a sales transaction:1.On the transaction, click the Sales Team subtab.If the customer on the transaction is assigned to a sales team, it is selected by default on the Sales Team subtab.2.If no sales team is chosen by default, select a sales team in the Sales Team field.3.Adjust the sales team as necessary for this transaction.4.Click Save.Now, the transaction impacts the sales team’s commission, quota, sales, and sales forecast appropriately.For sales reports that are not sorted by sales reps, transactions show only for the primary sales rep listed on a transaction.Any changes made to a sales team on a transaction do not affect the sales team on the group record or customer record. For information on changing sales teams, see Mass Updating Sales Teams and Updating Individual Sales Teams.If you want to reassign a sales team using your existing sales territories, edit the customer record. On the Sales Team subtab, remove each member of the sales team. Then, select Reassign Using Territories in the Employee column, and set the Contribution % to 100. Mass Updating Sales TeamsThree updates are available that you can use to update sales teams quickly.The following updates are useful when you first set up Team Selling as well as when you need to make changes to existing teams:•Add Sales Team Member – This update adds an employee to the sales team assigned to customers. Employees with sales rep roles are added as non-primary sales teammembers with 0% contribution percentage.•Remove Sales Team Member – This update removes an employee from sales teams.To prevent you from having sales teams with less than 100% sales rep contribution, you can only remove an employee with a sales rep role if the employee’s contributionpercentage is set to 0%.•Replace Sales Team Member –This update replaces an existing sales team member with another employee. The employee is given the same contribution percentage, sales role and primary/non-primary status as the member who is being replaced.When you perform this update, first select the sales team member you are replacing in the Replace Team Member field. This filters the search results to only show thosecustomers whose sales team includes the employee who is being replaced.No update takes place if the employee that is replacing another team member isalready a member of the sales team.Note: This update must be performed by an administrator or someone with thefollowing permissions: Customers (Edit), Mass Update (Edit), and Perform Search(View).Y ou can perform mass updates at Setup > Sales & Marketing > Territory Reassignment. Updating Individual Sales TeamsY ou can apply changes you make to sales teams to associated transactions or customer records. These changes can include removing sales team members, adding members or changing roles and contribution percentages.If you are updating the sales team on a transaction, check the Update Customer box to apply these changes to the sales team on the customer record.If you are updating the sales team on a customer record, check the Update Transactions box to apply these changes to transactions entered for this customer.The following rules apply to these updates:•Employees with sales rep roles are added with 0% contribution percentages.•Employees with non-sales rep roles are added with the contribution percentage you enter.•Employees added to a sales team keep the sales role they were assigned.•Sales reps are always added as non-primary reps.•Only the sales team members that are specifically deleted are removed from the updated record or transaction. Employees that do not appear in the sales team you make changes to are not removed from the updated record.•Y ou can only delete non-sales rep employees if their contribution percentage is 0%.•These updates are not applied to parent or child records of the updated record.Sales RulesA sales rule is a set of parameters for how potential customers are assigned to sales reps. Sales rules are based on standard and custom fields found on lead, prospect, and customer records, such as name, address, and phone number.Any potential customer that does not match your sales rules is unassigned. These can be assigned manually record, or they can be distributed with the default Round Robin sales territory.To create a sales rule:1.Go to Setup > Sales & Marketing Automation > Sales Rules > New.2.On the Select a Customer Rule Field page, click the name of the field you want to basethis rule on.The type of field you select determines what kind of criteria you can set.3.On the Customer Field Rule page, enter a name and description for this rule.The field you are basing this rule on is shown below the description.4.Set the criteria you want for this rule.The criteria you can set are based on the type of field you are basing this rule on: •Numerical fields – criteria and subcriteria based on numerical ranges.•Text fields – criteria and subcriteria based on alphanumerical content.•Checkbox fields – criteria based on whether the box is checked (is Equal To) ornot checked (is Not Equal).•List fields – criteria based on including or excluding choices in preexisting lists,for example, Lead Source or State.•Custom fields – criteria based on the information entered in custom fields.5.Select Match All Conditions if you want customers to be assigned by this rule only ifthey match all criteria and subcriteria you set. For example, if you have three sales reps in one city, you can make a sales rule of a city and asales rule for each customer status. When you create the three sales territories, you will selectthe city rule for each sales rep in that area but choose a different customer status for each salesrep. Now, one sales rep will be assigned leads for that city, one will be assigned prospects, andthe other will be assigned customers.6.Select Match Any Condition if you want customers to be assigned by this rule if theymeet any of the criteria or subcriteria you set.7.If you have the option to select subcriteria, set them at the bottom of the page, andclick Add/Edit.8.Click Save.Once you have created the sales territory assignment rules, group those rules into territories,and assign the territories to sales representatives. To do this, go to Setup > Sales & MarketingAutomation > Manage Sales Territories.Sales TerritoriesSales territories use sales rules to determine how new potential customers are distributed toyour sales reps, sales groups and sales teams.In NetSuite, sales territories are defined by sales rules. The information in a lead, prospect orcustomer's record must match one or all of the criteria of the sales rules in order to be assignedto that territory.For example, Wolfe Electronics assigns most of their leads to traveling sales reps based ongeographic location. The company also purchases lists of leads to cold call that are assigned totelesales reps.Wolfe sales administrators want leads from purchased lists to be assigned to the telesales teamregardless of their geographic location. They set up a specific sales territory that filters all leadsthat have the lead source Imported List.On the Manage Sales Territories page, the sales administrator gives this territory priority overthe geographic territories. This ensures that these leads are separated out before they areassigned based on their location.When a new lead record is created, if it has the lead source Imported List, it is assigned to theinternal sales team, even if the lead’s address matched the criteria of the Mountain Westterritory. If it has a different lead source, it is assigned to the geographic sales territory thatmatches its telephone area code.。
酒店术语(按字(精选)母排序)
精心整理AlphabeticalAcronyms 按字母排序ADRAverageDailyRate.Theaveragerealisedpriceperroomsoldinahotelorchannel.Totalroomsrevenu edividedbytotalroomssold日均房价：在酒店或其他渠道的平均销售房价。
总房间销售额除以销售房间数AffiliatesIndependentinternetsiteswhoprovideaclick-throughlinktogroupownedwebsiteandreceiveacom missionwhenabookingismade联盟网页：独立的网站提供集团网页的链接，从而由此得到的预定ANZSPAustralia,NewZealandandSouthPacific澳大利亚，新西兰和南太平洋APRMAsia-PacificRiskManagement亚太地区风险管理ARIAverageRateIndexCalculatedbydividingthehotel ’saverageroomratebytheaverageofthecompetitorsetmarketrate 平均房价指数：酒店平均房价除以市场同期竞争者平均房价BATForecastBusinessAlignmentTeamForecast商业联盟预测BCEBrandedConsumerExperience品牌宾客体验BFRBestFlexRate最优上门散客价BTABusinessTravelAgent-thesameasTMC–TravelManagementCompany商务旅游旅行社C&IConferenceandIncentive会议和奖励ThetwosalessegmentsrelatingtoconferenceandincentivegrouptravelCAMCapitalAssetManagement资本资产管理CAPComplianceAssuranceProcess.担保依法纳税措施CAPEXCapitalExpenditure资本支出CCACapitalconstructionauthorization基本建设批准CMHCompanyManagedHotel.Includeshotelsthatareownedandoperatedhotels,andthoseoperatedunder managementagreement酒店管理公司：包括自行经营酒店方和酒店管理方CompetitiveSetGMdefinedlocalhotels(usuallyfourorfive)withwhichaparticularhotelcompetes竞争对手ConfirmationThepercentageofofferedcallsinaCROthatactuallyturnintobookings.确认预定百分比COOChiefOperatingOfficer首席营运官COS/COGSCostofSalesorCostofGoodsSold销售成本CPCCustomerProfitContribution.Therevenuesuppliedbyacustomerinayieldcontributionmodel,minusthecostundertakentoservice,completethesaleandthedisplace drevenues(‘Displacement’isameasureofdemandthatwasdeclinedasaresultofacceptingthisbusiness.)客户利润贡献在收入贡献模型中，来自客户的收入减去所发生的服务成本，就得到销售与因(业务)替代分流的总利润．其中所谓的替代分流是指由于使用本业务而减少的对其它业务的需求CRMClusterRevenueManager.ARevenueManagerwithresponsibilitiesformorethanonehotel区域收益管理经理：其职责超过1家酒店CROCentralReservationsOffice中央订房办公室CROCCECashReturnonCashCapitalEmployed使用资本额的现金收益CRSCentralReservationSystem.HolidexPlusbeingrolledoutgloballyreplacingHolidexandGlobalII 中央预定系统CSAControlSelf-Assessment(onlineinternalcontrolquestionnaire)内部控制自我评估CSSCentralSharedServices中央共享服务CTPContributiontoProfitThehotel’scontributiontogroupProfit–(Totalofmanagementandincentivefees)收益贡献：酒店提交给集团的收益（包含管理费和提成）ECSElectronicCommissionServices.Thegroupthatmanagesouroutsourcingpartnerandinternalsyste mswhichmakesuretravelagentcommissionsarepaidbyourhotels(theTACPprogramme)在线佣金服务系统EEOEqualEmploymentOpportunities均等就业机会EMEAEurope,MiddleEastandAfrica欧洲、中东和非洲EMEROTheEMEACentralReservationsOffice(callcentre)locatedinAmsterdam.位于阿姆斯特丹的欧洲、中东、非洲中央预定办公室EOWAEqualOpportunityWomanAgency(AustraliaOnly)妇女均等就业机会机构（仅在澳大利亚）ERTEmergencyResponseTeam紧急反应小组ESEmployeeSurvey员工满意度调查FAMFinanceandAssetManagement(1of8businessunits).Responsibleforcorporatemanagementreporti ng,externalfinancialreporting,Tax,Treasury,IRcapitalandprojectappraisals财务及资产管理：对企业管理报告负责，外部财务报告，税收，财政，风险资本和项目评估FISFranchiseInformationSystem加盟信息体系Flow-through Thepercentageofchangeinrevenuethatflowsthroughtoprofitagainstlastyearorbudget.GOPisus uallyusedastheprofitmeasure.Alsoknownasdropthrough收入变化率计入去年或预算利润．通常用营业总收入测算利润．也称为直接测算FLSFireLifeSafety消防救生索及配件系列FPMMFireprotectionmaintenancemanagement消防防护维修管理FranchiseeAnoperatorwhousesabrandunderlicencefromthebrandowner特许经营人FranchisorThebrandownerwholicencesbrandsforusebyotheroperators授予特许者GBSGlobalBrandServices(1of8businessunits).Responsibleforthedeliveryofbrandservicessuchas reservationsofficesglobally,andthedefinitionofthosebrandstandardsthatapplyglobally 全球品牌服务GDSGlobalDistributionSystem全球分销系统GFIGroundFaultInterrupter断电器GOPGrossOperatingProfitbeforefixedcostsandoverheads,i.e.beforemanagementfees,rent/leasee xpense,tax,insurance,interest,depreciation,amortisation,gain/lossonsaleofproperty毛营业利润:扣除各项固定费用如管理费，租借费，税收，保险，利息，折旧费，分摊费，损益GOPPARGrossoperatingProfitperavailableroom.(revenueaftervariablecosts)每间房间的毛营业利润GRRGrossRoomsRevenue房间毛利润GSAGeneralSalesAgent总经纪人GSSGuestSatisfactionIndex(thekeymeasurewithinGSTS)宾客满意度指数GSSGlobalSalesSupport全球销售支持GSTSGuestSatisfactionTrackingSystem宾客满意度追踪系统HACCPHazardAnalysisCriticalControlPath(FoodSafety)危害分析临界控制途径HIROHotelInventoryReservationOptimiser.Therevenuemaximisationoryieldmanagementsystemwhere byinformationaboutguestdemandforaparticularhoteliscompiledandanalysedonahotelbyhotelb asisandisthenusedtosuggest“Hurdle”valuesbasedonthisanalysis.Itisahighlyautomatedsystemwhichassistsindividualhotelsintheirmanagementofratesbasedonpatternsandstatisticalinsightsderivedfromthehotel'soperatin ghistory酒店空房预订优化系统（方案）酒店收入最大化或称酒店生产管理系统，它收集（酒店的）客户需求（信息），并对酒店进行逐个分析，基于这样的分析，系统（可为酒店）提供临界（障碍）值．这是一个高度自动化的管理系统，可以根据酒店类型和酒店历史数据的统计信息帮助各个酒店进行费用（入住率）管理HMAHotelmanagementagreement.Theagreementunderwhichtheownerofahotelcontractsouttheoperati onoftheasset.SometimescalledanOMA酒店管理协议HMGHotelManagementGroup酒店管理团队IBPIntegratedBusinessPlan Formsintegralpartofbudgetprocessandusedtotrackactualsalescomparedtobudgetandforecast. Alsocontainsrollingforecastfornext12months整合的企业管理流程计划：预算组成部分，采用实际销售与预算比较及预测跟踪反馈系统，同时也包含对未来12月的滚动预测IBTIndividualBusinessTravellers个体商务旅行者IDSInternetDistributionSystems(e.g.Hotwire,Priceline,Orbitz,Travelweb,Travelocity,Expedi a)互联网分销体系IGUedinfinancialaccountingtoaggregatehotelsintohomogeneousgroupin gs收益产出单元：用于财务生成酒店同品牌体系计算IRRInitialrateonreturn回报初始率KNRKeyNegotiatedRate关键协议费率KPOKeyPerformanceObjectives主要绩效标准LIRGLowestInternetRateGuarantee最低网站预定保证LNRLocalNegotiatedRate当地协议汇率LOILetterofIntent意向书LTILosttimeinjuries浪费机会的损害LTOLabourTurnOver劳动力流动MACROMarketAreaCentralReservationsOffice Thesystembywhichallreservationsforpropertiesinagivenmarketareforwardedtoadedicated,sp eciallytrainedteambasedinoneofourcentralreservationsoffices.Afeeisleviedonthehotelbas edonthevolumeofcallshandled市场区域中央预定办公室MMRManager’sMonthlyReport经理月度报告MPIMarketPenetrationIndexCalculatedbydividingthehotel’sactualmarketsharebyfairmarketshare市场渗透指数，酒店实际市场份额除以平均市场占有率MTDManager,TalentDevelopment管理层与人才发展MTMManager,TalentManagement管理层与人才管理NetRevCoNetrevenuepercalloffered.AkeyefficiencymeasurefortheCROwhichmeasurestheamountofmoneyg eneratedpercallthroughtotheCRO每个所打电话的净收益NOPNetoperatingprofit净营业利润OHSOccupationalHealth&Safety职业保障OSHOccupationalSafety&Health职业安全OSIOverallSatisfactionIndex总体满意度指数P2PPay2Produce货到付款PAFPersonnelActionForm个人行动表格PDPPerformanceDevelopmentPlan个人发展计划PDRPerformanceDevelopmentReview个人发展回顾PFPPayforPerformance.Thecollectivenameforallrevenuegenerationprogrammesnotcoveredbyafran chisee'sreservationsormarketingassessments.TheseincludeVCRO,MACROandAffiliatemarketin g按效果付费（联营模式）PIPPropertyImprovementPlan.Adetailedreviewofahotelpropertyassessingwhatimprovements/inve stmentsarerequiredforthepropertytomeetbrandstandards资产改进计划PMSPropertyManagementSystem资产管理体系PPPriorityPrivilege优先特权PSCPrioritySalesCampaign优先促销活动QESQualityEvaluationSystem质量评估体系Atoolusedtomeasuretheconsistencyofcomplianceofourhotelsandresortstoproductandservices tandardsrelevanttohotelbrandRCDResidualCurrentdevice漏电保护器RDOSRegionalDirectorofSales区域销售总监RevPARRevenuePerAvailableRoomCalculatedbydividingthehotel’sroomsrevenuebythenumberofroomsavailable.RevParwillequalthehotel’saverageroomratewhenoccupancyis100%.房间总收益除以可用房总数。
Planning-MTS
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Solution design -procedures Solution design- it tools
Edward,gao tw, yangjian, gaolin Yangjian, gao lin
Asm/rsms, leo Xia qishu
Process charts Excel/acce ss, programs Kpi, org chart Feedback reports
complexity and emergent demand. – Span of control：enlarged span of control along the whole supply chain
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Problems In Sales Forecasting- a dead lock
No complete information reference for forecast •Detail historical sales record •Demand situation •Competition status •Sell in and sell out Poor forecasting skills, low commitment and seriousness 1. Rough idea about historical sales and market growth as the basis of forecasting . • Lack of market research tools and scientific study of the competition, customers buying behavior etc. • Lack of tools to consolidate and analyze the historical sales record by different dimensions. Forecast is more as “top down” instead of “bottom up and then top down approach • Top down in most cases by budget and growth plan, weak in collecting, storing, consolidating and analyzing the requirements from the real market and channels. • Forecast based on feeling, no accurate information on the inventory of the channels. Lack of systematic analysis, control, testing and forecast of new product launching. Weak in analyzing the product life cycle, target customer, sales requirements Lack of cohesive collaboration between sales, marketing, 4 depts production and other
酒店术语(按字母排序)
Alphabetical Acronyms按字母排序ADRAverageDaily Rate.The average realised price per room sold in a hotel or channel.Totalrooms revenue divided by total rooms sold日均房价：在酒店或其他渠道的平均销售房价。
总房间销售额除以销售房间数AffiliatesIndependentinternet sites who provide a click-through link to group owned website andreceive a commission when a booking is made联盟网页：独立的网站提供集团网页的链接，从而由此得到的预定ANZSPAustralia,New Zealand and South Pacific澳大利亚，新西兰和南太平洋APRMAsia-PacificRisk Management亚太地区风险管理ARIAverageRate IndexCalculatedby dividing the hotel’saverage room rate by the average of the competitor set market rate平均房价指数：酒店平均房价除以市场同期竞争者平均房价BAT ForecastBusinessAlignment Team Forecast商业联盟预测BCEBrandedConsumer Experience品牌宾客体验BFRBestFlex Rate最优上门散客价BTABusinessTravel Agent - the same as TMC –Travel Management Company商务旅游旅行社C&IConferenceand Incentive会议和奖励Thetwo sales segments relating to conference and incentive group travelCAMCapitalAsset Management资本资产管理CAPComplianceAssurance Process.担保依法纳税措施CAPEXCapitalExpenditure资本支出CCACapitalconstruction authorization基本建设批准CMHCompanyManaged Hotel.Includes hotels that are owned and operated hotels, and thoseoperated under management agreement酒店管理公司：包括自行经营酒店方和酒店管理方Competitive SetGMdefined local hotels (usually four or five) with which a particular hotelcompetes竞争对手ConfirmationThepercentage of offered calls in a CRO that actually turn into bookings. 确认预定百分比COOChiefOperating Officer首席营运官COS/COGSCostof Sales or Cost of Goods Sold销售成本CPCCustomerProfit Contribution.The revenue supplied by a customer in ayield contribution model, minus the cost undertaken to service, complete thesale and the displaced revenues (‘Displacement’is a measure of demandthat was declined as a result of accepting this business.)客户利润贡献在收入贡献模型中，来自客户的收入减去所发生的服务成本，就得到销售与因(业务)替代分流的总利润．其中所谓的替代分流是指由于使用本业务而减少的对其它业务的需求CRMClusterRevenue Manager.A Revenue Manager with responsibilities for more than one hotel区域收益管理经理：其职责超过1家酒店CROCentralReservations Office中央订房办公室CROCCECashReturn on Cash Capital Employed使用资本额的现金收益CRSCentralReservation System.Holidex Plus being rolled out globally replacing Holidex andGlobal II中央预定系统CSAControlSelf-Assessment (online internal control questionnaire)内部控制自我评估CSSCentralShared Services中央共享服务CTPContributionto ProfitThehotel’scontribution to group Profit –(Total of management and incentive fees)收益贡献：酒店提交给集团的收益（包含管理费和提成）ECSElectronicCommission Services.The group that manages our outsourcing partner and internalsystems which make sure travel agent commissions are paid by our hotels (theTACP programme)在线佣金服务系统EEOEqualEmployment Opportunities均等就业机会EMEAEurope,Middle East and Africa欧洲、中东和非洲EMEROTheEMEA Central Reservations Office (call centre) located in Amsterdam.位于阿姆斯特丹的欧洲、中东、非洲中央预定办公室EOWAEqualOpportunity Woman Agency (Australia Only)妇女均等就业机会机构（仅在澳大利亚）ERTEmergencyResponse Team紧急反应小组ESEmployeeSurvey员工满意度调查FAMFinanceand Asset Management (1 of 8 business units). Responsible for corporatemanagement reporting, external financial reporting, Tax, Treasury, IR capitaland project appraisals财务及资产管理：对企业管理报告负责，外部财务报告，税收，财政，风险资本和项目评估FISFranchiseInformation System加盟信息体系Flow-throughThepercentage of change in revenue that flows through to profit against last yearor budget. GOP is usually used as theprofit measure. Also known as drop through收入变化率计入去年或预算利润．通常用营业总收入测算利润．也称为直接测算FLSFireLife Safety消防救生索及配件系列FPMMFireprotection maintenance management消防防护维修管理FranchiseeAnoperator who uses a brand under licence from the brand owner特许经营人FranchisorThebrand owner who licences brands for use by other operators授予特许者GBSGlobalBrand Services (1 of 8 business units).Responsible for the delivery of brandservices such as reservations offices globally, and the definition of thosebrand standards that apply globally全球品牌服务GDSGlobalDistribution System全球分销系统GFIGroundFault Interrupter断电器GOPGrossOperating Profit before fixed costs and overheads, i.e. before management fees,rent/lease expense, tax, insurance, interest, depreciation, amortisation,gain/loss on sale of property毛营业利润:扣除各项固定费用如管理费，租借费，税收，保险，利息，折旧费，分摊费，损益GOPPARGrossoperating Profit per available room.(revenue after variable costs) 每间房间的毛营业利润GRRGrossRooms Revenue房间毛利润GSAGeneralSales Agent总经纪人GSSGuestSatisfaction Index (the key measure within GSTS)宾客满意度指数GSSGlobalSales Support全球销售支持GSTSGuestSatisfaction Tracking System宾客满意度追踪系统HACCPHazardAnalysis Critical Control Path (Food Safety)危害分析临界控制途径HIROHotelInventory Reservation Optimiser.The revenue maximisation or yield managementsystem whereby information about guest demand for a particular hotel is compiledand analysed on a hotel by hotel basis and is then used to suggest “Hurdle” values based on thisanalysis.It is a highly automated system which assists individual hotels intheir management of rates based on patterns and statistical insights derivedfrom the hotel's operating history酒店空房预订优化系统（方案）酒店收入最大化或称酒店生产管理系统，它收集（酒店的）客户需求（信息），并对酒店进行逐个分析，基于这样的分析，系统（可为酒店）提供临界（障碍）值．这是一个高度自动化的管理系统，可以根据酒店类型和酒店历史数据的统计信息帮助各个酒店进行费用（入住率）管理HMAHotelmanagement agreement.The agreement under which the owner of a hotel contractsout the operation of the asset. Sometimes called an OMA酒店管理协议HMGHotelManagement Group酒店管理团队IBPIntegratedBusiness PlanFormsintegral part of budget process and used to track actual sales compared tobudget and forecast.Also contains rolling forecast for next 12 months整合的企业管理流程计划：预算组成部分，采用实际销售与预算比较及预测跟踪反馈系统，同时也包含对未来12月的滚动预测IBTIndividualBusiness Travellers个体商务旅行者IDSInternetDistribution Systems (e.g. Hotwire, Priceline, Orbitz, Travelweb, Travelocity,Expedia)互联网分销体系IGUIncomeGenerating ed in financial accounting to aggregate hotels intohomogeneous groupings收益产出单元：用于财务生成酒店同品牌体系计算IRRInitialrate on return回报初始率KNRKeyNegotiated Rate关键协议费率KPOKeyPerformance Objectives主要绩效标准LIRGLowestInternet Rate Guarantee 最低网站预定保证LNRLocalNegotiated Rate当地协议汇率LOILetterof Intent意向书LTILosttime injuries浪费机会的损害LTOLabourTurn Over劳动力流动MACROMarketArea Central Reservations OfficeThesystem by which all reservations for properties in a given market are forwardedto a dedicated, specially trained team based in one of our central reservationsoffices.A fee is levied on the hotel based on the volume of calls handled市场区域中央预定办公室MMRManager’s Monthly Report经理月度报告MPIMarketPenetration IndexCalculatedby dividing the hotel’sactual market share by fair market share 市场渗透指数，酒店实际市场份额除以平均市场占有率MTDManager,Talent Development管理层与人才发展MTMManager,Talent Management管理层与人才管理Net RevCoNetrevenue per call offered.A key efficiency measure for the CRO whichmeasuresthe amount of money generated per call through to the CRO 每个所打电话的净收益NOPNetoperating profit净营业利润OHSOccupationalHealth & Safety职业保障OSHOccupationalSafety & Health职业安全OSIOverallSatisfaction Index总体满意度指数P2PPay2 Produce货到付款PAFPersonnelAction Form个人行动表格PDPPerformanceDevelopment Plan个人发展计划PDRPerformanceDevelopment Review个人发展回顾PFPPayfor Performance.The collective name for all revenue generation programmes notcovered by a franchisee's reservations or marketing assessments. These include VCRO, MACRO and Affiliatemarketing按效果付费（联营模式）PIPPropertyImprovement Plan.A detailed review of a hotel property assessing whatimprovements/investments are required for the property to meet brand standards资产改进计划PMSPropertyManagement System资产管理体系PPPriorityPrivilege优先特权PSCPrioritySales Campaign优先促销活动QESQualityEvaluation System质量评估体系Atool used to measure the consistency of compliance of our hotels and resorts toproduct and service standards relevant to hotel brandRCDResidualCurrent device漏电保护器RDOSRegionalDirector of Sales区域销售总监RevPARRevenuePer Available RoomCalculatedby dividing the hotel’srooms revenue by the number of rooms available.Rev Par will equal the hotel’s average room rate whenoccupancy is 100%.房间总收益除以可用房总数。
logistics-English
(25~ 30 days)
ORDER PROCESS
Three month rolling forecast provide by national market each month end. Order, lead time need at least 6 weeks for Australia (from ETA date). Finance department received order Check credit, contract, price. Pass to Logistics Linda key in export list Karl arrange weekly produce plan, discuss with produce department Run raw material purchase sheet, order RM. RM delivery to plant on time (JUST IN TIME, we only have 1 days inventory) Produce product as weekly plan Spot check sample for CIQ Frozen product at least 5 days. Linda order ship container Linda key in key information to CIQ system. CIQ person check sample. CIQ release declaration sheet (2 days) & Healthy Certifier (7 days). Loading container by warehouse. Clear custom by forwarder. (3 days before ship date) Ship to customer (14 days to 21 days). Linda send the document to customer. Order finished.
(完整版)汽车行业英文术语文档
1.行业相关词汇（部分）：2.公司概况company profile3.主要/主营业务main business4.业务范围business scope5.核心价值core value6.核心竞争力core competence/competitiveness7.核心应用系统core application system8.成功案例success story/case9.典型案例typical case10.案例研究／分析case study11.汽车配件/备件/零件automotive (spare)parts12.汽车附件automotive accessories13.部件/元件/组件components14.汽车后市场aftermarket15.配件市场parts market16.经销商管理系统Dealer Management System(DMS)17.经销商协同管理系统Dealer Collaboration Management System (INFODCS)18.整车销售管理系统Vehicle Sales Management System (INFOVSM)19.配件运作管理系统Spare/Service Parts Management System (INFOSPM)20.索赔管理系统Warranty Management System (INFOWS)21.技术资料发布系统Technical –data Viewer ((INFOTDV)22.英孚商用数据交换平台(INFOX) B2B Data Exchange Platform23.经销商订单管理系统dealer order management system24.售后配件管理系统Spare/Service Parts management system(SPM)25.集成管理系统integrated management system26.数据分析系统data analysis system27.销售配额sales quota28.配额管理quota management29.配额式订单管理系统quota-based order management system30.配额式订单管理模式quota-based order management mode31.主数据管理master data management(MDM)32.操作系统operating system (OS)33.应用系统application system34.实施服务implementation service35.一站式服务one-stop shop/one-stop services36.综合性的一揽子服务（方案） a comprehensive package of services37.现场服务on-site service38.现场培训on-site training39.现场实施on-site implementation40.现场分析on-site analysis41.现场管理field/on-site management42.车厂/主机厂/整车制造商/车辆制造厂OEM/automaker43.整车物流(finished) vehicle logistics (FVL)／outbound logistics(注：整车以后可以一致翻为vehicle,如前加finished也可以)44.先进的整车物流advanced (finished) vehicle logistics(AFVL)45.整车配送vehicle delivery46.整车／车辆匹配vehicle matching47.4S-整车销售（Sale）,零配件（Spare part）,售后服务（Service）,信息反馈等（Survey）48.线上车辆状态跟踪online vehicle status tracking49.线上预配车模块online vehicle pre-allocation module50.车辆滞留时间vehicle holdup period51.配车冻结vehicle allocation freezing52.生产冻结期production freezing time53.提前分销/分配pre-distribution54.生产周排产计划weekly production schedule55.管线内车辆vehicles in the pipeline56.（车辆）下线时间offline time/ off-production-line time57.（车辆）上线时间online time58.系统上线system go-live59.资源配置／分配resources allocation/distribution60.产品推广products deployment(注：本行业产品推广一般是系统推广部署之意，区别与一般产品的推广促销products promotion)61.业务流程business process62.持续支持on-going/continuous support63.长期支持long-term support64.订单查询order inquiry/query(注：前者一般电话查询等，后者一般网上查询)65.签收•sign-in66.软件外包software outsourcing67.服务站service station68.服务中心service centre69.功能模块function/functional module70.召回recall71.无缝连接seamless connection/joint72.J2EE架构J2EE architecture73.J2EE 框架J2EE framework74.展厅管理showroom management75.备件库存spare parts inventory/stock76.物料出入库material issuing and receiving77.出库/仓库交货goods issuing/delivery/ex-warehouse78.叉车厂forklift truck works79.库存深度stock depth80.库存积压/压库overstock81.汽车配件厂auto parts plant82.汽车维修厂automotive service shop83.汽车修理厂automotive repair shop84.汽车维修工程有限公司Auto maintenance engineering Co. Ltd85.汽车养护有限公司car maintenance Co. Ltd86.汽车美容护理中心Auto care centre87.大客户销售经理Fleet Sales/Key Account Manager88.订单处理order processing/handling89.延期交货订单/欠货订单back order90.实时客户订单real-time customer order91.客户名单customer list92.客户跟进customer follow-up93.潜在客户potential customer/prospect94.客户服务满意（度）customer service satisfaction95.客户满意度(指标)customer satisfaction index (CSI)96.客户关怀customer care97.客户忠诚度customer loyalty98.授权及审批authorization and approval99.保修/索赔申请warranty claim100.回运件/返修件／旧件return parts101.最佳实践best practice102.同步传输synchronous transmission103.异步传输asynchronous transmission104.消息组播message multicast105.安全密码认证Security Password Authentication106.日志管理log management107.多重组网domain based routing rules \108.批量数据上传batch data upload109.电子数据交换electronic data interchange (EDI)110.数据库连接池database pool111..数据源data source\112.线形图linear chart113.柱形/条形图/直方图bar chart/histogram114.饼图pie chart115.托管/寄存服务hosting service116.绩效考核指标体系设计performance index design117.绩效评价体系设计performance evaluation system design 118.绩效管理体系performance management system119.关键业绩指标key performance index (KPI)120.应用编程接口application programming interface (API)121.系统部署system deployment122.试运行pilot/ trial/test running(注：本行业常用pilot)123.集中培训centralized training124.系统切换system cutover125.无线接入wireless access126.办公自动化office automation (OA)127.虚拟专用网virtual private network(VPN)128.故障管理fault management(FM)129.故障模式与结果分析Fault Modes and Effect Analysis (FMEA) 130.故障率Failure Rate131.故障记录Failure Record132.三包服务three-guarantee service/sanbao service133.集中构架技术integrated architecture technology134.分布式构架技术distributed architecture technology135.集中式服务组合centralized architecture136.分布式服务组合decentralized architecture137.国际商用机器公司International Business Machines Corporation (IBM) 138.硬件及安全网络中心system support and network security centre 139.物流规划logistics planning140.数据转换data conversion141.数据移植／迁移data migration142.双边／双方承诺bilateral /mutual commitment143.项目启动会project kickoff meeting144.售后服务after-sale service(ASS)/after service/service145.质控quality control (QC)146.质量保证quality assurance (QA)147.价格管理pricing management148.终端市场end-market149.横向协作horizontal collaboration150.纵向支持vertical support151.综合实力comprehensive strength152.良性循环benign/virtuous cycle/circulation153.前后台运作front and back-end operation154.大/关键客户销售经理: Fleet Sales/Key Account Manager155.产品责任product liability156.订单完成率order fulfillment/completion rate157.汇报会report／review meeting158.双周总结／汇报会bi-weekly review meeting159.根源分析root cause analysis160.滚动需求rolling demand161.产供销链production, supply & sales chain162.供应链战略supply chain strategy163.供应链管理supply chain management164.连锁店管理chain store management165.经销商销售预测dealer sales forecast166.销售支持与费用结算sales support & expense settlement167.订单交付Order to Delivery (OTD）168.刚性生产计划rigid production plan169.订单管理流程order management process170.营销总部sales & marketing headquarter171.量化管理quantitative management172.项目管理办公室project management office (PMO)173.灾难恢复计划disaster recovery plan(DRP)174.电子配件目录electronic parts catalogue(EPC)175.企业资源计／规划enterprise resource Planning (ERP)176.客户关系管理customer relationship management (CRM)177.业务流程重组／再造Business Process Reengineering(BPR)178.战略业务单元/战略性事业单位/策略性事业单位strategic business unit (SBU)。