1、 1 -2 3 4 5 6 7 8 910 11 12 - 13 14 15 16 17 -1 2 3 4 5a b c d e f gh i 6a b c de f g h i - 135% 239% 320% 46%1 2 3 4 51 2 3 4 5 6 7 8 1 2 1 2 1 30%40% 2 20%25% 1 23 4 5 6 1 2 3 4 5 6 - 1 2 1 2 3 4 56 ab cd 1 2 3 4 a bc1 2 3 a.100% b. c. d. 4 a. b. c. 5 6 7 8 =11 2 3 45 6- 2125-352- 23- 4 563 1. 2.
2、dm3. -a. -b. c. d. 4. a. b. -c. d. 5. - 6. 7. 8. 9. 10. 11. - 12 13 14 -15 - 16 17 18 19 -20 22 21 24 25 26 23 27 28 29 30 31 32 33 34. 35.36. 37. 38. 39. 40. pop41. - 42. 43. 44. 45. 46. 47. 48. 49. - 50. 51. 52. 53. 54. 55. 56. 57.58. - 59.61 1. 2. 3. 4. -5. -6. -7. -11. 11. 2 1.3- 1.4 1.5 22.1 18
3、-25- 2.2 2.32. 4 2.5 33. 1 3.24. 3 3.45. 5 3.6 3.7 3.8-6. 9 3.10 3.11- 3.12- 3.133.147. 15 -8. 16 3.17 3.18 3.19 3.20 pop 3.21 3.229. 23 3.2410. 25 3.26 3.2711. 28 3.29- 3.30 3.3112. 32 -dmdirect mail poppoint of purchase pospoint of sales 1)234 85120 abc80%a 81%-95%b96%ca c- 2-3 spsales promotion80-20-20% 80%80%20% d.m.s(daily mean sales) o.p.l(order proposal list)fax 11. 11. 21. 3 2 2. 1 3. 2 2.34. 45. 56. 67. 7308. 8 2.99. 10 3 10. 111. 2 3.3 3.412. 5 3.6 4 13. 14.214. 3 ,- - 1 - 2 3:- 4: 5: 6: 7: :- 1 215. 1 2.2 1 2- 31 234 1 2 3 4 5 6 7 8 9 - - 1
