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max-width: 100%; box-sizing: border-box; min-height: 1em; overflow-wrap: break-word !important;"><span style="color: rgb(0, 0, 0);"><strong style="padding: 0px; max-width: 100%; box-sizing: border-box; overflow-wrap: break-word !important;">198<strong style="padding: 0px; max-width: 100%; box-sizing: border-box; letter-spacing: 0.544px; overflow-wrap: break-word !important;">『</strong>需求管理』</strong></span></p></section></section></section></section></section></section></section></section><p></p><section powered-by="xiumi.us" style="white-space: normal; padding: 0px; color: rgb(51, 51, 51); text-align: justify; max-width: 100%; box-sizing: border-box; font-family: -apple-system, BlinkMacSystemFont, &quot;Helvetica Neue&quot;, &quot;PingFang SC&quot;, &quot;Hiragino Sans GB&quot;, &quot;Microsoft YaHei UI&quot;, &quot;Microsoft YaHei&quot;, Arial, sans-serif; letter-spacing: 0.544px; background-color: rgb(255, 255, 255); overflow-wrap: break-word !important;"><section style="padding: 0px; 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overflow-wrap: break-word !important;"><section style="padding: 0px; max-width: 100%; box-sizing: border-box; display: inline-block; width: 677px; vertical-align: top; border-color: rgb(255, 211, 171) rgb(255, 202, 0) rgb(255, 202, 0); border-width: 1px; border-radius: 0px; border-style: none solid solid; overflow-wrap: break-word !important;"><section powered-by="xiumi.us" style="margin: 20px 0px 13px; padding: 0px; max-width: 100%; box-sizing: border-box; overflow-wrap: break-word !important;"><section style="padding: 0px 10px; max-width: 100%; box-sizing: border-box; color: rgb(240, 176, 121); line-height: 1.8; letter-spacing: 1.8px; overflow-wrap: break-word !important;"><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><span style="padding: 0px; color: rgb(0, 0, 0); letter-spacing: 2px;"><span style="padding: 0px; font-family: &quot;思源黑体 CN Regular&quot;;">各位朋友大家好，欢迎来到</span>Tonii老师精益讲堂，接下来Tonii老师将带领大家进入，每天5分钟，精益伴你行系列课程。</span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><br style="padding: 0px;"/></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><span style="color: rgb(0, 0, 0); letter-spacing: 2px; padding: 0px; font-family: &quot;思源黑体 CN Regular&quot;;">今天我们要学习的是</span><strong style="padding: 0px;"><span style="color: rgb(0, 0, 0); letter-spacing: 2px; padding: 0px; font-family: &quot;思源黑体 CN Bold&quot;;">需求管理</span></strong><strong style="padding: 0px;"><span style="color: rgb(0, 0, 0); letter-spacing: 2px; padding: 0px; font-family: &quot;思源黑体 CN Regular&quot;;">。</span></strong></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both;"><span style="padding: 0px; font-family: 等线; font-size: 14px;">&nbsp;</span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><span style="color: rgb(0, 0, 0); letter-spacing: 2px; padding: 0px; font-family: &quot;思源黑体 CN Regular&quot;;">企业的主要目的是服务客户。营销部门的重心是满足顾客要求，而经营部门必须通过物料管理提供资源。这两个部门的计划协调即是需求管理。</span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><span style="padding: 0px; color: rgb(0, 0, 0); letter-spacing: 2px;">&nbsp;</span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><span style="padding: 0px; color: rgb(0, 0, 0); letter-spacing: 2px;"><span style="padding: 0px; font-family: &quot;思源黑体 CN Bold&quot;;">需求管理</span>(demand management)是确认和管理对产品/服务<span style="padding: 0px; font-family: &quot;思源黑体 CN Regular&quot;;">所有需求的一种工作。需求管理可以是短期的、中期的和长期的。长期来说，需求预测对诸如工厂设施等战略业务计划是必要的</span>;中期来说，需求管理的目的是为生产计划预测总需求;短期来说，需求管理对所有物料都是必需的，<span style="padding: 0px; font-family: &quot;思源黑体 CN Regular&quot;;">且与主生产计划相关。这里最为关注的是后者。</span></span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><span style="color: rgb(0, 0, 0); letter-spacing: 2px; padding: 0px; font-family: &quot;思源黑体 CN Regular&quot;;">要想制定有效的物料和产能资源计划，就必须确认所有需求的来源。这些资料包括国内外的客户，同一企业的其他工厂、分公司的仓储部门、备件及其需求、促销、配货库存以及存放在客户仓库的委托库存，等等。</span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><span style="padding: 0px; color: rgb(0, 0, 0); letter-spacing: 2px;"><span style="padding: 0px; font-family: &quot;思源黑体 CN Regular&quot;;">需求管理包括几项主要活动，而所有这些活动都受到市场的驱动</span>:</span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><span style="padding: 0px; font-family: &quot;思源黑体 CN Regular&quot;; color: rgb(0, 0, 0); letter-spacing: 2px;">·找出在一个给定市场里的所有产品和服务需求。这包括：预测未来需求，以及可能出现的细分市场；对顾客加以分类；确定那些不会增加价值，从而应当加以忽略的需求；等等。</span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><span style="padding: 0px; color: rgb(0, 0, 0); letter-spacing: 2px;">&nbsp;</span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><span style="color: rgb(0, 0, 0); letter-spacing: 2px; padding: 0px; font-family: &quot;思源黑体 CN Regular&quot;;">这又包适明确顾客对现有，以及未来可能出现的新产品的要求，或对服务样式及特点的要求等方面。</span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><span style="padding: 0px; color: rgb(0, 0, 0); letter-spacing: 2px;"><span style="padding: 0px; font-family: &quot;思源黑体 CN Regular&quot;;">1.找出并理解市场可能对顾客产生潜在影响的所有方面。包括</span>:经济情况和指标;<span style="padding: 0px; font-family: &quot;思源黑体 CN Regular&quot;;">政府法规</span>;现有的或潜在的竞争状况，包括可能出现的竞争对手<span style="padding: 0px; font-family: &quot;思源黑体 CN Regular&quot;;">；等等。</span></span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><span style="color: rgb(0, 0, 0); letter-spacing: 2px; padding: 0px; font-family: &quot;思源黑体 CN Regular&quot;;">2.设法使得公司的产能与找出的市场需求相互匹配。</span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><span style="color: rgb(0, 0, 0); font-family: &quot;思源黑体 CN Regular&quot;; letter-spacing: 2px;">3.当供应无法满足所有的需求时，应当根据优先顺序对需求加以取舍。</span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><span style="color: rgb(0, 0, 0); font-family: &quot;思源黑体 CN Regular&quot;; letter-spacing: 2px;">4.做出交付承诺。</span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><span style="color: rgb(0, 0, 0); letter-spacing: 2px; padding: 0px; font-family: &quot;思源黑体 CN Regular&quot;;">5.衔接生产计划与控制和市场之间的关系。下图以方框图的形式表达了这种关系。</span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><span style="color: rgb(0, 0, 0); font-family: &quot;思源黑体 CN Regular&quot;; letter-spacing: 2px;">6.订单处理。</span></p><p style="margin-top: 0px; margin-bottom: 0px; margin-left: 71px; padding: 0px; clear: both;"><span style="padding: 0px; color: rgb(0, 0, 0); letter-spacing: 2px;"></span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-align: center;"><img class="rich_pages js_insertlocalimg" data-ratio="0.321875" data-s="300,640" src="https://x.industics.com/public/upload/image/20210305/1614925677102786.png" data-type="png" data-w="1280" style="padding: 0px; max-width: 100%; height: auto !important;"/></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-align: center;"><br style="padding: 0px;"/></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-align: center; text-indent: 43px;"><span style="font-family: &quot;思源黑体 CN Regular&quot;; color: rgb(0, 0, 0); letter-spacing: 2px; padding: 0px;">需求管理和生产计划控制系统</span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><span style="font-family: &quot;思源黑体 CN Regular&quot;; color: rgb(0, 0, 0); letter-spacing: 2px; padding: 0px;"><br/></span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-align: left; text-indent: 43px;"><span style="padding: 0px; font-family: &quot;思源黑体 CN Regular&quot;; color: rgb(0, 0, 0); letter-spacing: 2px;"></span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><span style="padding: 0px; font-family: &quot;思源黑体 CN Regular&quot;; color: rgb(0, 0, 0); letter-spacing: 2px;"><span style="padding: 0px;">在每种情况下，生产</span>(供应)<span style="padding: 0px;">计划的制订都必须反映依据预测所给出的未来需求。对于需求管理，还有其他一些活动或工作需要考虑，它们是</span>:</span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><span style="color: rgb(0, 0, 0); font-family: &quot;思源黑体 CN Regular&quot;; letter-spacing: 2px;">1.设定和保持恰当的客户服务水准。</span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><span style="color: rgb(0, 0, 0); font-family: &quot;思源黑体 CN Regular&quot;; letter-spacing: 2px;">2.对新产品的推出和老库存的逐步淘汰做出计划。</span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><span style="padding: 0px; font-family: &quot;思源黑体 CN Regular&quot;; color: rgb(0, 0, 0); letter-spacing: 2px;">3.计划并管理各工厂之间的运输问题<span style="padding: 0px;">，并对配送耍求做出计划。</span></span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><span style="color: rgb(0, 0, 0); font-family: &quot;思源黑体 CN Regular&quot;; letter-spacing: 2px;">4.确定库存量目标，并加以维持。</span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><span style="padding: 0px; font-family: &quot;思源黑体 CN Regular&quot;; color: rgb(0, 0, 0); letter-spacing: 2px;">5.确定需求管理的业绩指标<span style="padding: 0px;">，并以此来考核绩效表现。</span></span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><span style="font-family: &quot;思源黑体 CN Regular&quot;; color: rgb(0, 0, 0); letter-spacing: 2px; padding: 0px;"><br/></span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><span style="padding: 0px; font-family: &quot;思源黑体 CN Regular&quot;; color: rgb(0, 0, 0); letter-spacing: 2px;"><span style="padding: 0px;">对需求加以积极主动管理包括四个主要方面，由塞西里</span>(Cecere)和蔡司(Chase)所著的《砖的问题:供应链在增强市场驱动差异性上的作用》<span style="padding: 0px;">一书中是这样论述的</span>:</span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><span style="color: rgb(0, 0, 0); font-family: &quot;思源黑体 CN Regular&quot;; letter-spacing: 2px;">1.对需求保持敏感。</span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><span style="color: rgb(0, 0, 0); font-family: &quot;思源黑体 CN Regular&quot;; letter-spacing: 2px;">2.塑造需求——根据战略和市场计划。</span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><span style="padding: 0px; font-family: &quot;思源黑体 CN Regular&quot;; color: rgb(0, 0, 0); letter-spacing: 2px;">3.改变需求——在适当时<span style="padding: 0px;">，销售、营销和经营等工作要通过使用沟通、广告、定价和促销等方法，使得需求以公司所希望的方式改变。这意味着鼓励那些更容易制造或更能盈利的产品和服务方面的需求，同时贬抑那些难以生产或盈利很少或根本不盈利的产品和服务的需求。</span></span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><span style="color: rgb(0, 0, 0); font-family: &quot;思源黑体 CN Regular&quot;; letter-spacing: 2px;">4.响应需求。</span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><span style="padding: 0px; font-family: &quot;思源黑体 CN Regular&quot;; color: rgb(0, 0, 0); letter-spacing: 2px;">&nbsp;</span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><span style="font-family: &quot;思源黑体 CN Bold&quot;; color: rgb(0, 0, 0); letter-spacing: 2px; padding: 0px;">订单处理</span><span style="padding: 0px; font-family: &quot;思源黑体 CN Regular&quot;; color: rgb(0, 0, 0); letter-spacing: 2px;">(order processing)。接到客户订单后就要对订单进行处理。产品可能由成品库存直接交付，也可能按照订单进行生产或装配。如果产品是存货售出，订单就是授<span style="padding: 0px;">权产品从库存中运出。如果产品根据订单生产或装配，销售部门就必须详细拟订订单，明确说明产品。如果产品由标准零部件组装就相对简单，但如果产品涉及多方面的工程，就可能是一个漫长、复杂的过程。这时，需要发给顾客一份销售订单副本，对订单接受的条款和条件加以说明。同时发一份副本给主计划员，授权其制订生产计划。主计划员必须清楚生产什么、生产多少和何时交货。销售订单必须以书面形式清晰描述这些信息。</span></span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><br style="padding: 0px;"/></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; text-indent: 43px;"><span style="font-family: &quot;思源黑体 CN Regular&quot;; color: rgb(0, 0, 0); letter-spacing: 2px; padding: 0px;">今天我们就讲到这里，希望大家在企业运营中精益求精，我们下次再见！</span></p></section></section></section></section><section powered-by="xiumi.us" style="white-space: normal; margin: 0px; padding: 0px; color: rgb(51, 51, 51); max-width: 100%; box-sizing: border-box; font-family: -apple-system, BlinkMacSystemFont, &quot;Helvetica Neue&quot;, &quot;PingFang SC&quot;, &quot;Hiragino Sans GB&quot;, &quot;Microsoft YaHei UI&quot;, &quot;Microsoft YaHei&quot;, Arial, sans-serif; letter-spacing: 0.544px; background-color: rgb(255, 255, 255); text-align: center; line-height: 2; overflow-wrap: break-word !important;"><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; max-width: 100%; box-sizing: border-box; min-height: 1em; overflow-wrap: break-word !important; text-align: center;"><span style="color: rgb(0, 0, 0);">想听Tonii老师的课程？</span></p><p style="margin-top: 0px; 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padding: 0px; max-width: 100%; box-sizing: border-box; vertical-align: middle; display: inline-block; line-height: 0; width: 101.547px; overflow-wrap: break-word !important;"><img data-ratio="1" data-type="gif" data-w="300" width="100%" src="https://x.industics.com/public/upload/image/20210305/1614925684206074.gif" style="margin: 0px; padding: 0px; max-width: 100%; box-sizing: border-box; background-color: rgb(238, 237, 235); border-width: 1px; border-style: solid; border-color: rgb(238, 237, 235); background-size: 22px; background-position: center center; background-repeat: no-repeat; vertical-align: middle; height: auto !important; overflow-wrap: break-word !important; visibility: visible !important; width: 101px !important;"/></section></section><section powered-by="xiumi.us" style="white-space: normal; margin: 0px; padding: 0px; color: rgb(51, 51, 51); max-width: 100%; box-sizing: border-box; font-family: -apple-system, BlinkMacSystemFont, &quot;Helvetica Neue&quot;, &quot;PingFang SC&quot;, &quot;Hiragino Sans GB&quot;, &quot;Microsoft YaHei UI&quot;, &quot;Microsoft YaHei&quot;, Arial, sans-serif; letter-spacing: 0.544px; background-color: rgb(255, 255, 255); font-size: 14px; text-align: center; overflow-wrap: break-word !important;"><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; clear: both; max-width: 100%; box-sizing: border-box; min-height: 1em; overflow-wrap: break-word !important; text-align: center;"><span style="margin: 0px; padding: 0px; max-width: 100%; box-sizing: border-box; background-color: rgb(255, 202, 0); color: rgb(0, 0, 0); overflow-wrap: break-word !important;">让慧工云小学妹为您带来更多咨讯</span></p></section><section powered-by="xiumi.us" style="white-space: normal; margin: 0px 0px 10px; padding: 0px; color: rgb(51, 51, 51); max-width: 100%; box-sizing: border-box; font-family: -apple-system, BlinkMacSystemFont, &quot;Helvetica Neue&quot;, &quot;PingFang SC&quot;, &quot;Hiragino Sans GB&quot;, &quot;Microsoft YaHei UI&quot;, &quot;Microsoft YaHei&quot;, Arial, sans-serif; letter-spacing: 0.544px; background-color: rgb(255, 255, 255); text-align: center; overflow-wrap: break-word !important;"><section style="margin: 0px; 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