1) The document analyzes sales data for the product "Charminar Asbestos Sheet" in the Balasore and Rourkela zones over the current and previous years using descriptive statistics. 2) Key findings include sales increasing in both zones over time but Balasore experiencing higher growth, with sales 8.18% more than Rourkela in the current year. 3) There is opportunity to increase sales by converting more customers to higher sales tiers, as most customers remain in the lowest tier, and understanding customer preferences.

1. Name: - Popun Patro
Roll No: - TB21015
Program: - PGCBM-40
Assignment on DVADM
I would like to present my topic on sales analysis of two zones named Balasore and Rourkela and the
company offers product named “Charminar Asbestos Sheet” given below I have placed the
interpretation of result.
Descriptive Statistics is used to provide the large amount of data into manageable form. It helps to
analyses the data, organizes and simplified in the effective way.
I wouldlike to presentbelowthe descriptivestatistcs analysis of Balasore and Rourkela zone for better
understanding of sales trend and will identify the problems and opportunities.
SALES ZONE 1
SALES ANALYSIS OF BALASORE ZONE
Current Year Previous year SHIFT
Mean 143.9244474 116.9262456 26.99820175
Standard Error 31.26652137 31.70738021 -0.440858843
Median 64.7445 28.518 36.2265
Mode 0 0 0
Standard Deviation 333.8350954 338.5421797 -4.707084362
Sample Variance 111445.8709 114610.8074 -3164.94
Kurtosis 76.32363263 77.34843712 -1.024804488
Skewness 8.075631369 8.194791322 -0.119159952
Range 3347.665 3374.788 -27.123
Minimum 0.603 0 0.603
Maximum 3348.268 3374.788 -26.52
Sum 16407.387 13329.592 3077.795
Count 114 114 0
CV 231.95 289.53 57.58

2. Previous Year
Bin Frequency Cumulative Frequency
Cumulative
%
99 81 81 71.05%
199 16 97 85.09%
299 7 104 91.23%
399 5 109 95.61%
499 2 111 97.37%
599 1 112 98.25%
699 0 112 98.25%
3374.788 2 114 100.00%
Previous Year Histogram
81
16
7 5
2 1 0 2
71.05%
85.09%
91.23%
95.61% 97.37% 98.25% 98.25% 100.00%
0.00%
20.00%
40.00%
60.00%
80.00%
100.00%
120.00%
0
10
20
30
40
50
60
70
80
90
frequency
Bin
Histogram
Frequency
Cumulative
%

3. Current Year
Bin Frequency Cumulative Frequency
Cumulative
%
99 74 74 64.91%
199 19 93 81.58%
299 8 101 88.60%
399 6 107 93.86%
499 1 108 94.74%
599 3 111 97.37%
699 2 113 99.12%
3348.268 1 114 100.00%
Current Year Histogram
74
19
8
6
1
3 2 1
0.00%
20.00%
40.00%
60.00%
80.00%
100.00%
120.00%
0
10
20
30
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50
60
70
80
frequency
Bin
Histogram
Frequency
Cumulative %

4. I wouldlike togive the interpretationof resultof salesof “CharminarAsbestossheet”for Balasore Zone.
I wouldlike todescribe the firstmeanisthe centerof the data and average value in data. Median is the
middle value in data and standard deviation is the average observation from the mean.
In the above findings,inthe sale of “CharminarAsbestossheet” on Balasore zone the mean in previous
year is 116.926 and in the current year are 143.924. So the increase in the mean is 26.998. The increase
in the mean leads to increase in standard deviation in previous year is 338.542 and the current year is
333.835. It means a high standard deviation indicates that the data are spread over the large values in
the data. The Median in the previous year is 28.518 and the current value is 64.744. The Median value
has increased and the mode does not appear in this data. Due to the different value in the mean and
medianthenthe distribution indataisnot symmetrical anditisthe skewedtothe left,hence the data is
skewed. Co-efficient of variation always represent the ratio to standard deviation of the mean in the
previousyearco-efficientof variation is 289.534 and in the current year is 231.951. It indicates increase
in co-efficient of variation. Histogram is a graph that indicates the skewness and kurtosis. It is always
used to present the skewness and Kurtosis.
In the salesof Balasore Zone,the skewnessisinthe previousyearis 8.19 andthe currentyearis 8.07 the
difference value is -0.119.It indicatesthatthe data ishighlyskewed.Itshowsthatthe data it is negative
skewed and the distribution the tail is on the left side of the distribution of product and the negative
skewnessindicatesthe salesof Balasore zone were soldmore thanthe average quantity of the product.
The kurtosis is a measure that is used to describe distribution of a product. In the Balasore zone the
kurtosis value in previous year is 77.348 and in the current year 76.323 respectively. The difference
value is-1.024; it indicatesthatthe kurtosishasnegative value.Itindicatesthat the distribution has flat
and thin tails and it is always referred to play kurtosis distribution in the Balasore zone. Hence the
distribution of a product is flat and it has negative value therefore the distribution is flat.
From the above sales analysis of “Charminar Asbestos sheet” on Balasore zone, there is an increase in
23.09% sales of product as compared to the previous year. As the product targeted on rural areas and
companyconverteditssmall customers whosale below99MT in previousyearnow in current year they
startedsellingmore than99MT ina year. Whichevidencesthe frequency distribution of below 99MT in
previousyearis 81 whereasincurrentyearis 78. The frequencydistributionof below 199MT inprevious
year 16 whereas in current year 19. Respectively all bin frequencies shows an increasing trend as
compare to previous year. But still there is a scope of converting customer from 99MT slab to 199MT
slabas out of 114 customers74 numberof customers having sales of below 99MT. It consists of 64.91%
of total customers of Balasore zone. In this case company has to educate the customers about the
productat balasore zone forthe long term and customers to distribute the product in the right area. In
order to increase the sale of the Balasore zone company should understand the preferences of the
customersandaccordinglyshouldbringthe changesinthe product to meet the demands of the people
at the large. The Customers will be able to increase the sale of product and will get return on the
investment in the product.

5. ZONE NO-2
SALES ANALYSIS OF ROURKELA ZONE
Current Year Previous year SHIFT
Mean 133.0401053 112.7739912 20.26611404
Standard Error 31.97621754 25.62903967 6.347177867
Median 59.7415 59.596 0.1455
Mode 0 0 0
Standard Deviation 341.4125769 273.6432621 67.76931477
Sample Variance 116562.5477 74880.63491 41681.91
Kurtosis 87.02785988 78.76586904 8.261990836
Skewness 8.834759579 8.236190536 0.598569043
Range 3515.513 2759.782 755.731
Minimum 0.73 0 0.73
Maximum 3516.243 2759.782 756.461
Sum 15166.572 12856.235 2310.337
Count 114 114 0
CV 256.62 242.65 13.98
Previous Year Sales
Previous Year
Bin Frequency Cumulative Frequency
Cumulative
%
99 81 81 71.05%
199 17 98 85.96%
299 6 104 91.23%
399 6 110 96.49%
499 2 112 98.25%
599 1 113 99.12%
699 0 113 99.12%
2759.782 1 114 100.00%

6. Histogram Previous Year Sales
Current Year Sales
Current Year
Bin Frequency Cumulative Frequency
Cumulative
%
99 73 73 64.04%
199 24 97 85.09%
299 6 103 90.35%
399 7 110 96.49%
499 1 111 97.37%
599 0 111 97.37%
699 2 113 99.12%
3516.243 1 114 100.00%
81
17
6 6
2 1 0 1
71.05%
85.96%
91.23%
96.49% 98.25% 99.12% 99.12% 100.00%
0.00%
20.00%
40.00%
60.00%
80.00%
100.00%
120.00%
0
10
20
30
40
50
60
70
80
90
Frequency
Bin
Histogram
Frequency
Cumulative
%

7. Histogram Current Year
I wouldlike togive the interpretationof resultof salesof “CharminarAsbestossheet” on Rourkela zone
and the problemoccurredforthe limitedsalesvolume formostof the customer.Iwouldlike todescribe
the first mean is the center of the data and in the previous year mean is 112.77 and the current year is
133.04. In this case the mean has increased by 20.266 and the median in previous year is 59.596 and in
the current year is 59.7415. Hence the median value has increased little more. The mode does not
appear in the data it indicates the values does not occur most frequently in the data of Rourkela zone
sales and the standard deviation in the previous year is 273.643 and the current year is 341.412. The
increase instandarddeviationitindicatesthe average distance fromthe mean it is getting increase and
the values are more spread and the co-efficient of variation in the previous year is 242.647 and the
current year is 256.623. An increase in co-efficient of variation means co-efficient of variance is to be
high variance and it is always dispersion of data around the mean and the skewness in the data in
Rourkeal zone sales the previous year is 8.236 and in the current year is 8.834. Hence the difference
value ispositive value0.59.A large positive value forkurtosis indicates that the tails of the distribution
are longer than those of a normal distribution. In the previous year the kurtosis value is 78.76 and the
current value is 87.02. The difference in kurtosis value is positive 8.261.
73
24
6 7
1 0 2 1
64.04%
85.09%
90.35%
96.49% 97.37% 97.37% 99.12% 100.00%
0.00%
20.00%
40.00%
60.00%
80.00%
100.00%
120.00%
0
10
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80
Frequency
Bin
Histogram
Frequency
Cumulative
%

8. From the above sales analysis of Rourkela zone, there is a 17.97% sales growth shown as compared to
the previousyear.Asthe governmentinRourkelazone givenapprovalfornew poultry projects so there
is an increase in demand shown for “Charminar Asbestos sheet” with sales growth. As the product is
verymuch targetingrural customerssothe frequencyof distributionbelow 99MT ismore as compare to
othersalestarget. The biggestchallenge for company is to find out a customer who can sale more than
99MT in a year for the Rourkela zone. Hear out of 114 customers only 41 customer able to sale more
than 99MT. In orderto increase the sale of the Rourkela zone product which is very much good for the
rural customers and poultry farm, so company should maintain the proper demand analysis at the
factory site for the production of the product which will enable the customer to make the product
available to the large audience. This will result good increase in the percentage of the sales of the
Rourkeal zone and also increase the sales volume frequency with profitability. This sample data has
helpedthe company to understand the market situation and how to deal with customers in upcoming
year.
Balasore Zone Total
Sales
Rourkela zone Total
Sales
Current Year Current Year % Change
16407.387 15166.572 8.18%
Balasore Zone Total Sales Rourkela zone Total Sales
Previous Year Previous Year % Change
13329.592 12856.235 3.68%
When we compare two sales zone Balasore & Rourkela both zones have increasing sales trend but
balasore zone ismore successful as compare to Rourkela zone. Balasore zone having 3.68% more sales
in previous year as compare to Rourkela zone whereas in current year 8.18% more sales in Balasore
zone as compare to Rourkelazone.Sothere is a serious concern for company for Rourkela zone. So the
salesanalysisdataat Balasore zone alsohelpfulforRourkelazone forbetterimprovementof the salesin
future for company to sustain in market.