é£åæ¥çã§ã¯ãå€çš®å€æ§ãªååãåãæ±ã£ãŠãããããéãããçµå¶è³æºãæå¹æŽ»çšããå¹ççãªçµå¶ãè¡ãããšãæ±ããããŠããŸãããã®éã«ãABCåæãéèŠãªããŒã«ãšããŠæ³šç®ãããŠããŸããABCåæãšã¯ãååã顧客ã売äžé«ãå©ççãªã©ã®åºæºã§AãBãCã®3ã€ã®ã°ã«ãŒãã«åé¡ããããããã®ã°ã«ãŒãã«é©ããæœçãå®è¡ããææ³ã§ããæ¬èšäºã§ã¯ãABCåæã®æŠèŠãç®çãé£åæ¥çã«ããã掻çšæ¹æ³ã泚æç¹ãªã©ã詳ãã解説ããŸããé£åæ¥çã®çµå¶è ãããŒã±ãã£ã³ã°æ åœè ã¯ããã²åèã«ããŠãã ããã
é£åæ¥çã«ãããABCåæãšã¯
é£åæ¥çã«ãããABCåæãšã¯ãååã顧客ã売äžé«ãå©ççãªã©ã®åºæºã«åºã¥ããŠAãBãCã®3ã€ã®ã°ã«ãŒãã«åé¡ããããããã®ã°ã«ãŒãã«å¿ããé©åãªçµå¶è³æºã®é åãæœçãè¡ãããšã§ãå¹ççãªçµå¶ãå®çŸããããã®ææ³ã§ããé£åæ¥çã§ã¯ãå€çš®å€æ§ãªååãæ±ã£ãŠãããéãããçµå¶è³æºãæ倧éã«æŽ»çšããããã«ã¯ãABCåæãéåžžã«æå¹ãªããŒã«ãšãªããŸãã
ABCåæã®æŠèŠãšç®ç
ABCåæã¯ã以äžã®ãããªæé ã§è¡ãããŸãã
- åæ察象ãšãªãååã顧客ã®ããŒã¿ãåéãã
- 売äžé«ãå©ççãªã©ã®åºæºã«åºã¥ããŠã察象ãAãBãCã®3ã€ã®ã°ã«ãŒãã«åé¡ãã
- åã°ã«ãŒãã®ç¹åŸŽãåæããé©åãªçµå¶è³æºã®é åãæœçãæ€èšãã
äžè¬çã«ãAã°ã«ãŒãã¯å£²äžé«ãå©ççãé«ãéèŠãªååã顧客ãBã°ã«ãŒãã¯äžçšåºŠã®å£²äžé«ãå©ççã®ååã顧客ãCã°ã«ãŒãã¯å£²äžé«ãå©ççãäœãååã顧客ãšãããŠããŸããABCåæã®ç®çã¯ã以äžã®éãã§ãã
- éèŠãªååã顧客ãç¹å®ããé©åãªçµå¶è³æºãéäžçã«æå ¥ããããšã§ã売äžé«ãå©ççãæ倧åãã
- äœåçãªååã顧客ãç¹å®ããæ¹åçãæ€èšããããå Žåã«ãã£ãŠã¯åãæ±ããäžæ¢ãããããããšã§ãçµå¶ã®å¹çåãå³ã
- ååã顧客ããšã®ç¹æ§ãææ¡ããããŒã±ãã£ã³ã°æŠç¥ãå¶æ¥æŠç¥ã«æŽ»ãã
é£åæ¥çã§ã®ABCåæã®éèŠæ§
é£åæ¥çã¯ã以äžã®ãããªç¹åŸŽããããããABCåæãç¹ã«éèŠèŠãããŠããŸãã
- ååã®ã©ã€ããµã€ã¯ã«ãçããæ°ååã®éçºãæ¢åååã®ãªãã¥ãŒã¢ã«ãé »ç¹ã«è¡ããã
- å£ç¯æ§ãæµè¡ã®åœ±é¿ãåãããããéèŠã®å€åã倧ãã
- åææã®äŸ¡æ Œå€åãçºæ¿ã®åœ±é¿ãåãããããã³ã¹ãã³ã³ãããŒã«ãé£ãã
- é£åã®å®å šæ§ãå質管çã«å¯Ÿããæ¶è²»è ã®æèãé«ãããªã¹ã¯ç®¡çãéèŠã§ãã
ãã®ãããªç°å¢äžã§ã¯ãéãããçµå¶è³æºãæ倧éã«æŽ»çšããå¹ççãªçµå¶ãè¡ãããšãæ±ããããŸããABCåæã掻çšããããšã§ãéèŠãªååã顧客ã«çµå¶è³æºãéäžçã«æå ¥ããäœåçãªååã顧客ãé©åã«ã³ã³ãããŒã«ããããšãã§ããŸãããŸããååã顧客ããšã®ç¹æ§ãææ¡ããããšã§ãç確ãªããŒã±ãã£ã³ã°æŠç¥ãå¶æ¥æŠç¥ãç«ãŠãããšãã§ããŸãã
ABCåæã掻çšããã¡ãªãã
é£åæ¥çã§ABCåæã掻çšããã¡ãªããã¯ã以äžã®éãã§ãã
ã¡ãªãã | 説æ |
---|---|
売äžé«ãå©ççã®åäž | éèŠãªååã顧客ã«çµå¶è³æºãéäžçã«æå ¥ããããšã§ã売äžé«ãå©ççãåäžãããããšãã§ãã |
ã³ã¹ãã®åæž | äœåçãªååã顧客ãç¹å®ããæ¹åçãæ€èšããããåãæ±ããäžæ¢ãããããããšã§ãã³ã¹ããåæžããããšãã§ãã |
åšåº«ã®é©æ£å | ååããšã®éèŠãææ¡ããããšã§ãé©æ£ãªåšåº«éãç¶æããåšåº«ã³ã¹ããåæžããããšãã§ãã |
ããŒã±ãã£ã³ã°æŠç¥ã®æ¹å | ååã顧客ããšã®ç¹æ§ãææ¡ããããšã§ãç確ãªããŒã±ãã£ã³ã°æŠç¥ãç«ãŠãããšãã§ãã |
å¶æ¥ã®å¹çå | éèŠãªé¡§å®¢ã«å¶æ¥ãªãœãŒã¹ãéäžçã«æå ¥ããããšã§ãå¶æ¥ã®å¹çåãå³ãããšãã§ãã |
ãªã¹ã¯ç®¡çã®åŒ·å | ååã顧客ããšã®ãªã¹ã¯ãææ¡ããé©åãªå¯Ÿçãè¬ããããšã§ããªã¹ã¯ç®¡çã匷åããããšãã§ãã |
ãã ããABCåæã掻çšããéã«ã¯ã以äžã®ãããªç¹ã«æ³šæãå¿ èŠã§ãã
- åæã®åºæºãæ¹æ³ãé©åã§ããããæ€èšããå¿ èŠããã
- åæçµæã絶察èŠãããçŸå Žã®æèŠãçµéšãèžãŸããŠç·åçã«å€æããå¿ èŠããã
- åæçµæã«åºã¥ããŠå®æã«ååã顧客ãåãæšãŠããšãé·æçãªæé·ãé»å®³ããå¯èœæ§ããã
- å®æçã«åæãè¡ããç°å¢ã®å€åã«å¿ããŠæè»ã«å¯Ÿå¿ããå¿ èŠããã
ABCåæã¯ãé£åæ¥çã«ãããŠå¹ççãªçµå¶ãå®çŸããããã®æå¹ãªããŒã«ã§ãããé©åã«æŽ»çšããããã«ã¯ãåæã®ç®çãæ¹æ³ãæ確ã«ããçŸå Žã®æèŠãçµéšãèžãŸããŠç·åçã«å€æããããšãéèŠã§ãããŸããå®æçã«åæãè¡ããç°å¢ã®å€åã«å¿ããŠæè»ã«å¯Ÿå¿ããããšãæ±ããããŸãã
é£åæ¥çã¯ãä»åŸããŸããŸã競äºãæ¿åããããšãäºæ³ãããŸããABCåæã掻çšããéãããçµå¶è³æºãæ倧éã«æŽ»çšããããšã§ã競äºåªäœæ§ã確ä¿ããæç¶çãªæé·ãå®çŸããããšãæåŸ ãããŸãã
é£åæ¥çã§ã®ABCåæã®é²ãæ¹
é£åæ¥çã§ABCåæãå¹æçã«å®æœããã«ã¯ãé©åãªããŒã¿åéãšæºåãABCã©ã³ã¯ã®èšå®æ¹æ³ãåæçµæã®è§£éãšæŽ»çšæ¹æ³ãéèŠãšãªããŸããããã§ã¯ãé£åæ¥çã«ãããABCåæã®é²ãæ¹ã«ã€ããŠè©³ãã解説ããŸãã
ããŒã¿åéãšæºå
ABCåæãè¡ãããã«ã¯ããŸãåæ察象ãšãªãååã顧客ã®ããŒã¿ãåéããå¿ èŠããããŸããé£åæ¥çã§ã¯ã以äžã®ãããªããŒã¿ãåæã«æŽ»çšãããŸãã
- ååããšã®å£²äžé«ã売äžæ°éãå©çé¡ãå©çç
- 顧客ããšã®è³Œå ¥éé¡ãè³Œå ¥é »åºŠãè³Œå ¥åå
- ååã顧客ã®å±æ§æ å ±ïŒã«ããŽãªããã©ã³ããå°åã幎霢ãæ§å¥ãªã©ïŒ
- 販売ãã£ãã«ããšã®å£²äžé«ã売äžæ°éãå©çé¡ãå©çç
- æç³»åããŒã¿ïŒæ次ãååæã幎次ãªã©ïŒ
ããŒã¿ãåéããéã¯ãããŒã¿ã®æ£ç¢ºæ§ãå®å šæ§ã確ä¿ããããšãéèŠã§ããæ¬ æå€ãç°åžžå€ãããå Žåã¯ãé©åã«åŠçããå¿ èŠããããŸãããŸããåæã®ç®çã«å¿ããŠãããŒã¿ã®ç²åºŠãæéãé©åã«èšå®ããããšãæ±ããããŸãã
åéããããŒã¿ã¯ãåæãããã圢åŒã«å å·¥ããå¿ èŠããããŸããè¡šèšç®ãœãããããŒã¿ããŒã¹ã掻çšããŠãããŒã¿ãæŽçããå¿ èŠãªèšç®ãè¡ããŸãããã®éãããŒã¿ã®äžè²«æ§ãæŽåæ§ã確èªããå¿ èŠã«å¿ããŠããŒã¿ãä¿®æ£ããããšãéèŠã§ãã
ABCã©ã³ã¯ã®èšå®æ¹æ³
ããŒã¿ã®æºåãã§ãããã次ã¯ABCã©ã³ã¯ã®èšå®æ¹æ³ã決å®ããŸããABCã©ã³ã¯ã¯ã以äžã®ãããªåºæºã§èšå®ãããããšãäžè¬çã§ãã
ã©ã³ã¯ | åºæº |
---|---|
Aã©ã³ã¯ | 売äžé«ãå©ççãäžäœ20ïŒ çšåºŠã®ååã顧客 |
Bã©ã³ã¯ | 売äžé«ãå©ççãäžäœ60ïŒ çšåºŠã®ååã顧客 |
Cã©ã³ã¯ | 売äžé«ãå©ççãäžäœ20ïŒ çšåºŠã®ååã顧客 |
ãã ãããã®åºæºã¯äžäŸã§ãããäŒæ¥ãåæã®ç®çã«å¿ããŠæè»ã«èšå®ããããšãå¯èœã§ããäŸãã°ã売äžé«ãšå©ççã®äž¡æ¹ãèæ ®ããŠã©ã³ã¯ãèšå®ããããAã©ã³ã¯ãããã«çŽ°ååãããããããšããããŸãã
ABCã©ã³ã¯ãèšå®ããéã¯ã以äžã®ãããªç¹ã«æ³šæãå¿ èŠã§ãã
- åæã®ç®çã«é©ããã©ã³ã¯ã®èšå®åºæºãéžæãã
- ã©ã³ã¯ã®èšå®åºæºãæ確ã§ã客芳çã§ããããšã確èªãã
- ã©ã³ã¯ã®èšå®åºæºãçµå¶æŠç¥ã販売æŠç¥ãšæŽåæ§ãããããšã確èªãã
- ã©ã³ã¯ã®èšå®åºæºãçŸå Žã®å®æ ãšä¹é¢ããŠããªãããšã確èªãã
é©åãªABCã©ã³ã¯ã®èšå®ã¯ãåæçµæã®è§£éã掻çšã«å€§ããªåœ±é¿ãäžããŸããã©ã³ã¯ã®èšå®åºæºã¯ãå®æçã«èŠçŽããå¿ èŠã«å¿ããŠä¿®æ£ããããšãéèŠã§ãã
åæçµæã®è§£éãšæŽ»çšæ¹æ³
ABCã©ã³ã¯ã®èšå®ãå®äºããããåæçµæã解éãã掻çšæ¹æ³ãæ€èšããŸããåæçµæã®è§£éã§ã¯ã以äžã®ãããªç¹ã«çç®ããŸãã
- åã©ã³ã¯ã®ååã顧客ã®ç¹åŸŽãåŸå
- åã©ã³ã¯ã®å£²äžé«ãå©ççã®æ§ææ¯
- åã©ã³ã¯ã®ååã顧客ã®æšç§»ãå€å
- ã©ã³ã¯éã®é¢é£æ§ã圱é¿åºŠåã
åæçµæã解éããéã¯ãæ°å€ã ãã§ãªããçŸå Žã®æèŠãçµéšãèžãŸããŠç·åçã«å€æããããšãéèŠã§ãããŸããåæçµæãããããããå¯èŠåããããšã§ãé¢ä¿è ã®ç解ãçŽåŸãåŸãããšãã§ããŸãã
åæçµæã掻çšããéã¯ã以äžã®ãããªæ¹æ³ãèããããŸãã
- Aã©ã³ã¯ã®ååã顧客ã«çµå¶è³æºãéäžçã«æå ¥ãã
- Bã©ã³ã¯ã®ååã顧客ã®å£²äžé«ãå©ççãåäžãããæœçãæ€èšãã
- Cã©ã³ã¯ã®ååã顧客ã®æ¹åçãæ€èšããããåãæ±ããäžæ¢ããããã
- ã©ã³ã¯ããšã«é©ããããŒã±ãã£ã³ã°æŠç¥ãå¶æ¥æŠç¥ãç«ãŠã
- åšåº«ç®¡çãä»å ¥ãèšç»ã«ã©ã³ã¯ããšã®ç¹æ§ãåæ ããã
ãã ããåæçµæã掻çšããéã¯ã以äžã®ãããªç¹ã«æ³šæãå¿ èŠã§ãã
- åæçµæã絶察èŠãããçŸå Žã®æèŠãçµéšãèžãŸããŠå€æãã
- çæçãªèŠç¹ã ãã§ãªããé·æçãªèŠç¹ãæã£ãŠæœçãæ€èšãã
- ã©ã³ã¯ããšã®æœçãå šäœæé©ã«ãªãããã«èª¿æŽãã
- æœçã®å¹æãå®æçã«ã¢ãã¿ãªã³ã°ããå¿ èŠã«å¿ããŠä¿®æ£ãã
ABCåæã¯ãé£åæ¥çã«ãããŠå¹ççãªçµå¶ãå®çŸããããã®æå¹ãªããŒã«ã§ãããé©åã«æŽ»çšããããã«ã¯ãåæçµæã®è§£éãšæŽ»çšæ¹æ³ãæ éã«æ€èšããããšãéèŠã§ãããŸããå®æçã«åæãè¡ããç°å¢ã®å€åã«å¿ããŠæè»ã«å¯Ÿå¿ããããšãæ±ããããŸãã
é£åæ¥çã¯ãä»åŸããŸããŸã競äºãæ¿åããããšãäºæ³ãããŸããABCåæã掻çšããéãããçµå¶è³æºãæ倧éã«æŽ»çšããããšã§ã競äºåªäœæ§ã確ä¿ããæç¶çãªæé·ãå®çŸããããšãæåŸ ãããŸããé©åãªããŒã¿åéãšæºåãABCã©ã³ã¯ã®èšå®æ¹æ³ãåæçµæã®è§£éãšæŽ»çšæ¹æ³ãç解ããå®è·µããããšããé£åæ¥çã§ã®ABCåæã®æåã®éµãšãªãã§ãããã
é£åæ¥çã«ãããABCåæã®æ³šæç¹
ABCåæã¯é£åæ¥çã«ãããŠå¹æçãªçµå¶ææ³ã§ãããé©åã«æŽ»çšããããã«ã¯æ³šæãã¹ãç¹ããããŸããããã§ã¯ãé£åæ¥çã«ãããABCåæã®æ³šæç¹ã«ã€ããŠãåæ察象ã®éžå®ãå€éšèŠå ã®èæ ®ãç¶ç¶çãªåæã®å¿ èŠæ§ã®3ã€ã®èŠ³ç¹ãã解説ããŸãã
åæ察象ã®éžå®
ABCåæãè¡ãéã¯ãåæ察象ã®éžå®ãéèŠã§ããé£åæ¥çã§ã¯ã以äžã®ãããªç¹ã«çæããŠåæ察象ãéžå®ããå¿ èŠããããŸãã
- ååã®ç¹æ§ïŒé£åã¯è³å³æéãçããå£ç¯æ§ãæµè¡ã®åœ±é¿ãåããããããããããã®ç¹æ§ãèæ ®ããŠåæ察象ãéžå®ããå¿ èŠããããŸãã
- 顧客ã®ç¹æ§ïŒé£åã®è³Œè²·è¡åã¯ã顧客ã®å±æ§ãå奜ã«ãã£ãŠå€§ããç°ãªããŸãã顧客ã®ç¹æ§ãèæ ®ããŠåæ察象ãéžå®ããããšãéèŠã§ãã
- 販売ãã£ãã«ã®ç¹æ§ïŒé£åã¯ãã¹ãŒããŒããŒã±ãããã³ã³ãããšã³ã¹ã¹ãã¢ããªã³ã©ã€ã³ã¹ãã¢ãªã©ãå€æ§ãªè²©å£²ãã£ãã«ãéããŠè²©å£²ãããŸãã販売ãã£ãã«ã®ç¹æ§ãèæ ®ããŠåæ察象ãéžå®ããå¿ èŠããããŸãã
åæ察象ã®éžå®ã誀ããšãåæçµæãå®æ ãšä¹é¢ããé©åãªæœçãç«ãŠãããšãã§ããªããªããŸããåæ察象ã®éžå®ã¯ãçŸå Žã®æèŠãçµéšãèžãŸããŠæ éã«è¡ãããšãéèŠã§ãã
å€éšèŠå ã®èæ ®
é£åæ¥çã¯ãå€éšèŠå ã®åœ±é¿ãåããããæ¥çã§ããABCåæãè¡ãéã¯ã以äžã®ãããªå€éšèŠå ãèæ ®ããå¿ èŠããããŸãã
- çµæžç°å¢ïŒæ¯æ°ååãçºæ¿å€åãç©äŸ¡ã®å€åãªã©ã®çµæžç°å¢ã¯ãé£åã®éèŠãäŸ¡æ Œã«å€§ããªåœ±é¿ãäžããŸãã
- 瀟äŒç°å¢ïŒäººå£åæ ãäžåž¯æ§æãã©ã€ãã¹ã¿ã€ã«ã®å€åãªã©ã®ç€ŸäŒç°å¢ã¯ãé£åã®æ¶è²»è¡åã«åœ±é¿ãåãŒããŸãã
- æ³èŠå¶ïŒé£åã®å®å šæ§ã衚瀺ã«é¢ããæ³èŠå¶ã¯ãé£åæ¥çã«ãããéèŠãªå€éšèŠå ã§ãã
- 競åä»ç€Ÿã®ååïŒç«¶åä»ç€Ÿã®æ°ååã®çºå£²ãäŸ¡æ ŒæŠç¥ã販売ä¿é²æŽ»åãªã©ã¯ãèªç€Ÿã®è²©å£²ã«å€§ããªåœ±é¿ãäžããŸãã
å€éšèŠå ãèæ ®ããã«ABCåæãè¡ããšãåæçµæãå®æ ãšä¹é¢ããé©åãªæœçãç«ãŠãããšãã§ããªããªããŸããå€éšèŠå ãèæ ®ããå¿ èŠã«å¿ããŠåæã®åææ¡ä»¶ãèŠçŽãããšãéèŠã§ãã
ç¶ç¶çãªåæã®å¿ èŠæ§
é£åæ¥çã¯ãç°å¢ã®å€åãæ¿ããæ¥çã§ããABCåæãè¡ãéã¯ãç¶ç¶çãªåæãå¿ èŠäžå¯æ¬ ã§ãã以äžã®ãããªçç±ãããå®æçã«ABCåæãè¡ãããšãéèŠã§ãã
- ååã©ã€ããµã€ã¯ã«ã®å€åïŒé£åã¯ãæ°ååã®æå ¥ãæ¢åååã®ãªãã¥ãŒã¢ã«ãé »ç¹ã«è¡ããããããååã©ã€ããµã€ã¯ã«ãçããšããç¹åŸŽããããŸããååã©ã€ããµã€ã¯ã«ã®å€åã«å¿ããŠãå®æçã«ABCåæãè¡ãå¿ èŠããããŸãã
- 顧客ããŒãºã®å€åïŒé£åã«å¯Ÿãã顧客ããŒãºã¯ãæ代ãšãšãã«å€åããŸããå¥åº·å¿åã®é«ãŸããã簡䟿æ§ãåé£åãžã®ããŒãºã®é«ãŸããªã©ã顧客ããŒãºã®å€åã«å¯Ÿå¿ããããã«ã¯ãå®æçãªABCåæãäžå¯æ¬ ã§ãã
- 競åä»ç€Ÿã®ååïŒç«¶åä»ç€Ÿã®ååã¯å»äžå»ãšå€åãããããå®æçã«ABCåæãè¡ããèªç€Ÿã®ç«¶äºåãè©äŸ¡ããå¿ èŠããããŸãã
ç¶ç¶çãªåæãè¡ããªããšãåæçµæãé³è åããé©åãªæœçãç«ãŠãããšãã§ããªããªããŸããABCåæã¯ãå®æçã«è¡ãããšã§ãç°å¢ã®å€åã«æè»ã«å¯Ÿå¿ããããšãã§ããŸãã
以äžã®ããã«ãé£åæ¥çã«ãããABCåæã§ã¯ãåæ察象ã®éžå®ãå€éšèŠå ã®èæ ®ãç¶ç¶çãªåæã®å¿ èŠæ§ã«æ³šæãå¿ èŠã§ãããããã®ç¹ã«çæããé©åã«ABCåæã掻çšããããšã§ãé£åæ¥çã«ãããå¹ççãªçµå¶ã®å®çŸã«ã€ãªããããšãã§ããã§ãããã
ãŸãšã
é£åæ¥çã§ã®ABCåæã¯ãåšåº«ç®¡çã販売æŠç¥ã®æé©åã«åœ¹ç«ã¡ãŸããAååã¯å£²äžé«ãé«ããéç¹çãªç®¡çãå¿ èŠã§ããBååã¯é©åãªåšåº«ç®¡çãæ±ããããCååã¯éå°åšåº«ãé¿ããããšã倧åã§ããABCåæã掻çšããããšã§ãå¹ççãªåšåº«ç®¡çãšåçæ§ã®åäžãæåŸ ã§ããŸãããã²ãèªç€Ÿã®äºæ¥ã«ABCåæãåãå ¥ãã競äºå匷åã«ã€ãªããŸãããã