Here is a potential example situation where sales analysis would be beneficial for a retail store manager:
As the manager of an electronics retail store, I am facing challenges with slow smartphone sales over the past few months. Conducting a thorough sales analysis could provide valuable insights into why smartphone sales have declined. The analysis could reveal things like:
- Which smartphone models are selling best/worst and why (features, pricing etc.)
- Demographic profiles of top smartphone customers to help target new customer segments
- Impact of competitor pricing/promotions and how to better position our offerings
- Effectiveness of our current smartphone marketing campaigns and where to optimize spending
- Opportunities for cross-selling smartphone accessories or warranty plans
Sales management involves planning, organizing, leading, and controlling a company's sales force. The key objectives of sales management are to increase sales volume, profits, and business growth over time. Effective sales management requires motivating and training a sales team to understand customer needs and effectively promote a company's products or services.
The document provides information on sales management and the sales process. It discusses that sales management is responsible for planning, directing, and controlling personal selling activities. The sales process involves prospecting, pre-approach planning, presenting to the prospect, overcoming objections, closing the sale, and following up. Effective motivation of the sales force is important in sales management to direct sales efforts and evaluate performance.
A marketing plan should outline goals and strategies for the coming period. It explains past marketing performance and the external market context. The plan sets targets, budgets, accountability measures and deadlines. It involves defining the business, analyzing strengths/weaknesses/opportunities/threats, targeting customers, competing effectively, forecasting sales, allocating budgets, integrating communication channels, identifying sales methods, tracking activities, and evaluating progress. Developing a thorough marketing plan guides a business's strategic direction.
The document provides guidance on developing an effective marketing plan. It outlines 10 key elements that should be included: describing the business, conducting a situational analysis, defining customers, strategizing market entry, forecasting sales, defining a marketing budget, integrating marketing communications, identifying sales channels, tracking marketing activities, and evaluating progress. The marketing plan is presented as a strategic document to guide a business and coordinate its marketing efforts.
The document provides guidance on developing an effective marketing plan. It explains that the plan should outline specific actions to interest customers and persuade them to buy. Key elements that should be addressed include goals, target audience, and marketing system. It also describes conducting a SWOT analysis and market research to understand strengths, weaknesses, opportunities, threats, target markets, and competitors. The marketing mix of product, price, place, promotion, and people should be considered to coordinate the planning, implementation, and monitoring of the marketing strategy.
The relationship between Sales and Marketing is changing. Download our Sales Enablement brief to learn how Marketing can accelerate the transition and transform their relationship with Sales by equipping them with the tools they need to identify and qualify prospects, understand needs, propose solutions and overcome obstacles.
The document discusses retail marketing strategies and success factors. It covers determining competitors, positioning, promotion, developing a marketing plan through market research, setting goals and strategies. Key aspects are product, price, place, promotion. The document recommends specializing in one of five areas: being the cheapest, having the biggest assortment, being the most fashionable, having the most solution-oriented service, or having the fastest service. Retailers must ensure their entire company focuses on their chosen area of specialization.
Sales management involves planning, organizing, leading, and controlling a company's sales force. The key objectives of sales management are to increase sales volume, profits, and business growth over time. Effective sales management requires motivating and training a sales team to understand customer needs and effectively promote a company's products or services.
The document provides information on sales management and the sales process. It discusses that sales management is responsible for planning, directing, and controlling personal selling activities. The sales process involves prospecting, pre-approach planning, presenting to the prospect, overcoming objections, closing the sale, and following up. Effective motivation of the sales force is important in sales management to direct sales efforts and evaluate performance.
A marketing plan should outline goals and strategies for the coming period. It explains past marketing performance and the external market context. The plan sets targets, budgets, accountability measures and deadlines. It involves defining the business, analyzing strengths/weaknesses/opportunities/threats, targeting customers, competing effectively, forecasting sales, allocating budgets, integrating communication channels, identifying sales methods, tracking activities, and evaluating progress. Developing a thorough marketing plan guides a business's strategic direction.
The document provides guidance on developing an effective marketing plan. It outlines 10 key elements that should be included: describing the business, conducting a situational analysis, defining customers, strategizing market entry, forecasting sales, defining a marketing budget, integrating marketing communications, identifying sales channels, tracking marketing activities, and evaluating progress. The marketing plan is presented as a strategic document to guide a business and coordinate its marketing efforts.
The document provides guidance on developing an effective marketing plan. It explains that the plan should outline specific actions to interest customers and persuade them to buy. Key elements that should be addressed include goals, target audience, and marketing system. It also describes conducting a SWOT analysis and market research to understand strengths, weaknesses, opportunities, threats, target markets, and competitors. The marketing mix of product, price, place, promotion, and people should be considered to coordinate the planning, implementation, and monitoring of the marketing strategy.
The relationship between Sales and Marketing is changing. Download our Sales Enablement brief to learn how Marketing can accelerate the transition and transform their relationship with Sales by equipping them with the tools they need to identify and qualify prospects, understand needs, propose solutions and overcome obstacles.
The document discusses retail marketing strategies and success factors. It covers determining competitors, positioning, promotion, developing a marketing plan through market research, setting goals and strategies. Key aspects are product, price, place, promotion. The document recommends specializing in one of five areas: being the cheapest, having the biggest assortment, being the most fashionable, having the most solution-oriented service, or having the fastest service. Retailers must ensure their entire company focuses on their chosen area of specialization.
1. The document discusses sales management, including defining it as the management of a firm's sales operations. It covers the objectives of sales management such as growing revenue, setting sales volumes, and improving production.
2. Sales forecasting methods are explained, including qualitative methods like expert opinion and quantitative methods like time series analysis. Sales planning and control involves setting goals, analyzing the current situation, preparing action plans, and setting performance metrics.
3. The document provides an overview of key concepts in sales management, forecasting, and planning, outlining definitions, objectives, methods, and the sales planning and control process in 3 sentences or less.
1. Retail businesses can boost customer loyalty by leveraging customer data insights from business intelligence tools and advanced analytics to create personalized shopping experiences.
2. These tools allow retailers to better understand customer purchasing behaviors and trends in order to develop targeted marketing strategies, promotions, and loyalty programs.
3. Implementing analytics helps retailers identify their most profitable customers, improve customer retention, and control costs of loyalty programs.
The first step is to analyze business goals, objectives, market trends, and customers to define the total addressable market. A SWOT analysis then evaluates strengths, weaknesses, opportunities, and threats. Sales territories are determined and documented based on geographic, industry, revenue, and other boundaries. An action plan is devised for each territory outlining quotas, pipeline goals, account strategies, and funnel building. Territory performance is then regularly tracked using metrics like gross sales, profits, unit sales, conversion rates, and repeat customers to ensure the plan is achieving its objectives and adapted as needed.
Sales management involves planning, organizing, leading, and controlling a company's sales force. The key objectives of sales management are to increase sales volume, profits, and business growth over time. Effective sales management requires motivating and developing salespeople while also setting goals, evaluating performance, and ensuring coordination between the sales, marketing, and other business functions.
This document outlines a marketing plan presentation for Women In Action. It begins with definitions of marketing and discusses developing a simple marketing plan. It then covers marketing mix strategies including the 4Ps of product, price, place, and promotion. It also discusses the promotional mix of advertising, public relations, sales promotion and personal selling. Other sections address market segmentation, target audiences, SWOT analysis, market research, positioning, branding, and developing a detailed marketing plan. It concludes with emphasizing the importance of tracking marketing results.
The document outlines the steps to developing an effective sales strategy. It discusses assessing the performance environment, evaluating organizational design, conducting competitive analysis, and developing buyer personas. The sales strategy process includes designing the strategy, building required infrastructure like sales processes and tools, implementing the strategy to gain momentum, and achieving success which leads to standardizing operations. The sales strategy is developed in phases over multiple quarters to efficiently allocate resources and drive revenues while reducing costs.
Retail Marketing and Advertising
Retail Marketing Strategies;
Strategic Positioning;
Retail marketing mix;
Customer relationship management;
Direct marketing;
Micro marketing in retailing, and
Advertising in retailing.
The document discusses developing a marketing plan. It identifies the key components that should be included in a marketing plan, such as describing your business, conducting a situation analysis, defining your customers, setting sales forecasts and budgets, and identifying sales channels. An effective marketing plan will guide the strategic and tactical direction of a business.
The document discusses developing an effective marketing plan for a business. It identifies the key components of a marketing plan, including describing the business, conducting a situation analysis, defining customers, strategizing market entry, forecasting sales, defining a marketing budget, integrating marketing communications, identifying sales channels, tracking marketing activities, and evaluating progress. An effective marketing plan provides direction and coordination for a business's strategic and tactical marketing efforts.
This is the ppt of 1st unit of Market research subject in 2nd semister of management or mba degree it follows the syallabus of Savitribai phule Pune University and it helpful to make notes of marketing and also buisness research methods and marketing research subject
The document discusses developing an effective marketing plan for a business. It identifies the key components of a marketing plan, including describing the business, conducting a SWOT analysis, defining customers, strategizing market entry, forecasting sales, defining a marketing budget, integrating marketing communications, identifying sales channels, tracking marketing activities, and evaluating progress. An effective marketing plan provides direction and coordination for a business's strategic and tactical marketing efforts.
Sales & distribution management by Govind Kumarmyslidegk
The document discusses various aspects of sales management and personal selling. It covers topics like the importance of personal sales, sales management responsibilities, sales planning, recruitment, reporting, roles of sales managers, salesmanship, sales goals, SPIN selling model, transactional selling process, market demand analysis, and identifying product niches. The key points are that sales management involves coordinating resources to achieve sales goals, and sales managers are responsible for planning, budgeting, recruiting staff, and ensuring targets are met.
This document discusses key aspects of sales management, including:
1) Sales management involves planning, directing, and controlling the personal selling function including recruiting, training, and motivating the sales force.
2) The objectives of sales management are to increase sales volume, profits, and business growth.
3) Effective sales management requires forecasting sales, setting quotas, motivating the sales team, and planning sales activities.
Marketing to Account Based Marketing Better, Effective and Rewardingrun_frictionless
Account-based marketing is a practice that enables B2B marketers to drive more revenue by focusing their marketing and communications efforts on the accounts (companies) that have the most potential to become customers.
https://runfrictionless.com/b2b-white-paper-service/
Account-based marketing (ABM) is a practice that enables B2B marketers to drive more revenue by focusing their marketing and communications efforts on the accounts (companies) that have the most potential to become customers. ABM involves treating individual accounts as separate markets and developing deeper relationships with key decision-makers within those accounts. Effective ABM requires understanding each target account through profiling and analyzing the account's industry, business goals, key contacts, and opportunities for solutions in order to develop customized marketing strategies and tactics.
The document discusses key aspects of building a successful sales organization for a SaaS company. It covers the shift from traditional on-premise software sales models to the SaaS model with more frequent customer touchpoints. Successful SaaS sales requires continually refining processes, systems, skills, and structure. The sales strategy should have a vision aligned with goals and markets. Different customer segments require tailored sales models with the appropriate roles. Setting goals and quotas for sales territories is important for driving attainment. Customer success and account management play separate but important post-sale roles in ensuring ongoing customer value and opportunities.
This document summarizes key issues facing sales and marketing based on a survey of over 2,600 companies. It finds that many companies lack a clearly defined consultative sales process or don't follow the process they have. As a result, salespeople struggle to balance their time effectively and often give up too easily on prospects. The document recommends developing a formal, step-by-step sales process tailored to the company's products and customers. It also stresses the importance of implementing the process, involving customers in its development, identifying best practices from top performers, and providing competency development and ongoing monitoring to ensure the process works as intended.
This document provides an overview of customer segmentation and analysis. It defines customer segmentation as dividing a company's customer base into groups based on shared characteristics. This allows businesses to better understand customer needs and tailor their marketing strategies for each segment. The document discusses different segmentation methods like demographic, behavioral, and geographic segmentation. It also explains how businesses can create customer profiles for segments and use those profiles to drive personalized marketing strategies.
1. The document discusses sales management, including defining it as the management of a firm's sales operations. It covers the objectives of sales management such as growing revenue, setting sales volumes, and improving production.
2. Sales forecasting methods are explained, including qualitative methods like expert opinion and quantitative methods like time series analysis. Sales planning and control involves setting goals, analyzing the current situation, preparing action plans, and setting performance metrics.
3. The document provides an overview of key concepts in sales management, forecasting, and planning, outlining definitions, objectives, methods, and the sales planning and control process in 3 sentences or less.
1. Retail businesses can boost customer loyalty by leveraging customer data insights from business intelligence tools and advanced analytics to create personalized shopping experiences.
2. These tools allow retailers to better understand customer purchasing behaviors and trends in order to develop targeted marketing strategies, promotions, and loyalty programs.
3. Implementing analytics helps retailers identify their most profitable customers, improve customer retention, and control costs of loyalty programs.
The first step is to analyze business goals, objectives, market trends, and customers to define the total addressable market. A SWOT analysis then evaluates strengths, weaknesses, opportunities, and threats. Sales territories are determined and documented based on geographic, industry, revenue, and other boundaries. An action plan is devised for each territory outlining quotas, pipeline goals, account strategies, and funnel building. Territory performance is then regularly tracked using metrics like gross sales, profits, unit sales, conversion rates, and repeat customers to ensure the plan is achieving its objectives and adapted as needed.
Sales management involves planning, organizing, leading, and controlling a company's sales force. The key objectives of sales management are to increase sales volume, profits, and business growth over time. Effective sales management requires motivating and developing salespeople while also setting goals, evaluating performance, and ensuring coordination between the sales, marketing, and other business functions.
This document outlines a marketing plan presentation for Women In Action. It begins with definitions of marketing and discusses developing a simple marketing plan. It then covers marketing mix strategies including the 4Ps of product, price, place, and promotion. It also discusses the promotional mix of advertising, public relations, sales promotion and personal selling. Other sections address market segmentation, target audiences, SWOT analysis, market research, positioning, branding, and developing a detailed marketing plan. It concludes with emphasizing the importance of tracking marketing results.
The document outlines the steps to developing an effective sales strategy. It discusses assessing the performance environment, evaluating organizational design, conducting competitive analysis, and developing buyer personas. The sales strategy process includes designing the strategy, building required infrastructure like sales processes and tools, implementing the strategy to gain momentum, and achieving success which leads to standardizing operations. The sales strategy is developed in phases over multiple quarters to efficiently allocate resources and drive revenues while reducing costs.
Retail Marketing and Advertising
Retail Marketing Strategies;
Strategic Positioning;
Retail marketing mix;
Customer relationship management;
Direct marketing;
Micro marketing in retailing, and
Advertising in retailing.
The document discusses developing a marketing plan. It identifies the key components that should be included in a marketing plan, such as describing your business, conducting a situation analysis, defining your customers, setting sales forecasts and budgets, and identifying sales channels. An effective marketing plan will guide the strategic and tactical direction of a business.
The document discusses developing an effective marketing plan for a business. It identifies the key components of a marketing plan, including describing the business, conducting a situation analysis, defining customers, strategizing market entry, forecasting sales, defining a marketing budget, integrating marketing communications, identifying sales channels, tracking marketing activities, and evaluating progress. An effective marketing plan provides direction and coordination for a business's strategic and tactical marketing efforts.
This is the ppt of 1st unit of Market research subject in 2nd semister of management or mba degree it follows the syallabus of Savitribai phule Pune University and it helpful to make notes of marketing and also buisness research methods and marketing research subject
The document discusses developing an effective marketing plan for a business. It identifies the key components of a marketing plan, including describing the business, conducting a SWOT analysis, defining customers, strategizing market entry, forecasting sales, defining a marketing budget, integrating marketing communications, identifying sales channels, tracking marketing activities, and evaluating progress. An effective marketing plan provides direction and coordination for a business's strategic and tactical marketing efforts.
Sales & distribution management by Govind Kumarmyslidegk
The document discusses various aspects of sales management and personal selling. It covers topics like the importance of personal sales, sales management responsibilities, sales planning, recruitment, reporting, roles of sales managers, salesmanship, sales goals, SPIN selling model, transactional selling process, market demand analysis, and identifying product niches. The key points are that sales management involves coordinating resources to achieve sales goals, and sales managers are responsible for planning, budgeting, recruiting staff, and ensuring targets are met.
This document discusses key aspects of sales management, including:
1) Sales management involves planning, directing, and controlling the personal selling function including recruiting, training, and motivating the sales force.
2) The objectives of sales management are to increase sales volume, profits, and business growth.
3) Effective sales management requires forecasting sales, setting quotas, motivating the sales team, and planning sales activities.
Marketing to Account Based Marketing Better, Effective and Rewardingrun_frictionless
Account-based marketing is a practice that enables B2B marketers to drive more revenue by focusing their marketing and communications efforts on the accounts (companies) that have the most potential to become customers.
https://runfrictionless.com/b2b-white-paper-service/
Account-based marketing (ABM) is a practice that enables B2B marketers to drive more revenue by focusing their marketing and communications efforts on the accounts (companies) that have the most potential to become customers. ABM involves treating individual accounts as separate markets and developing deeper relationships with key decision-makers within those accounts. Effective ABM requires understanding each target account through profiling and analyzing the account's industry, business goals, key contacts, and opportunities for solutions in order to develop customized marketing strategies and tactics.
The document discusses key aspects of building a successful sales organization for a SaaS company. It covers the shift from traditional on-premise software sales models to the SaaS model with more frequent customer touchpoints. Successful SaaS sales requires continually refining processes, systems, skills, and structure. The sales strategy should have a vision aligned with goals and markets. Different customer segments require tailored sales models with the appropriate roles. Setting goals and quotas for sales territories is important for driving attainment. Customer success and account management play separate but important post-sale roles in ensuring ongoing customer value and opportunities.
This document summarizes key issues facing sales and marketing based on a survey of over 2,600 companies. It finds that many companies lack a clearly defined consultative sales process or don't follow the process they have. As a result, salespeople struggle to balance their time effectively and often give up too easily on prospects. The document recommends developing a formal, step-by-step sales process tailored to the company's products and customers. It also stresses the importance of implementing the process, involving customers in its development, identifying best practices from top performers, and providing competency development and ongoing monitoring to ensure the process works as intended.
This document provides an overview of customer segmentation and analysis. It defines customer segmentation as dividing a company's customer base into groups based on shared characteristics. This allows businesses to better understand customer needs and tailor their marketing strategies for each segment. The document discusses different segmentation methods like demographic, behavioral, and geographic segmentation. It also explains how businesses can create customer profiles for segments and use those profiles to drive personalized marketing strategies.
This document provides an overview of sales trend analysis for a business intelligence course. It discusses how sales trend analysis can be used to improve demand forecasting, enhance market understanding, enable strategic planning, identify sales opportunities, and mitigate risks. The document then describes different types of sales trends like seasonal, cyclical, and growth trends. It also discusses identifying seasonal patterns, tracking year-over-year performance, and analyzing sales trends by product category to gain insights.
The document outlines key performance indicators (KPIs) for sales analysis. It discusses steps for setting KPIs, including understanding business goals, segmenting the sales process, and identifying relevant metrics. Examples are provided for setting KPIs for a supermarket and life insurance sales process. The document also provides an example of setting KPIs for an FMCG distribution business to increase market share within a year.
The document outlines key concepts in sales analysis including:
1) It discusses variables that are important for sales analysis like customer data, product data, sales metrics, geographic data, and more.
2) It provides examples of variables that are relevant for analyzing retail sales, including customer information, store data, sales data, product data, and time-related data.
3) The document describes important sources of sales data for distribution and retail businesses such as POS systems, e-commerce platforms, inventory management systems, CRM systems, and more.
The document summarizes the key aspects of human resource management (HRM). It outlines the overall aims of HRM as developing high-performance work systems, maintaining employee well-being, and ensuring equal opportunities. The main functions of HRM discussed are recruitment and selection, employee relations, compensation and benefits, training and development, and performance management. Each function is briefly described in 1-3 sentences.
This document provides an overview and guidelines for the Certificate in Hotel Management course offered by Yangon Management Training School. It includes information about the founder Daw Khin Yee Mon Thant's qualifications and outlines the chapters to be covered: Hotel Management Introduction and Front Office Management; Hotel Human Resource Management; Client, Customer Service & Relationship Management, and Customer Communication Management; and Operation Management. It also summarizes key concepts about the hospitality industry, different types and levels of hotels, classifying hotel guests, the core values of hospitality, and the four stages of the guest cycle.
The document discusses various aspects of financial planning including investment planning, cash flow planning, tax planning, budgeting, and financial statements. It provides details on setting investment goals and allocating funds monthly to safe investments. It describes cash inflows and outflows for operating activities and financing. It outlines the different types of taxes and discusses short-term and long-term tax planning strategies. Budgeting is defined as creating a spending plan to determine if funds will cover expenses.
The document discusses various aspects of financial planning including investment planning, cash flow planning, tax planning, budgeting, and financial statements. It provides details on setting investment goals and allocating funds monthly to safe investments. It describes cash inflows and outflows for operating activities and financing. It outlines the different types of taxes and discusses short-term and long-term tax planning strategies. Budgeting is defined as creating a spending plan to determine if funds will cover expenses.
1. The document discusses various aspects of laughter such as its benefits, related fields of study, and vocabulary words.
2. Laughing releases anti-stress endorphins, helps breathing, and is a form of exercise. The scientific study of laughter is called gelotology.
3. Key words learned include gelotology, cognitive, primitive, chuckle, chortle, and guffaw. Laughing may be both a conscious and unconscious behavior, and some consider it a primitive behavior dating back to early humans.
The document discusses strategic leadership. It defines strategic leadership as influencing behavior toward shared goals through rational, social, and emotional elements. Effective strategic leaders have vision, communicate goals well, build trust, and take action. The document outlines various leadership styles and theories. It also discusses traits of strategic leaders like being visionary, resourceful, and able to anticipate the future. Strategic leadership requires developing processes, people, culture, competencies, and networks to achieve organizational objectives.
How Does CRISIL Evaluate Lenders in India for Credit RatingsShaheen Kumar
CRISIL evaluates lenders in India by analyzing financial performance, loan portfolio quality, risk management practices, capital adequacy, market position, and adherence to regulatory requirements. This comprehensive assessment ensures a thorough evaluation of creditworthiness and financial strength. Each criterion is meticulously examined to provide credible and reliable ratings.
2. Elemental Economics - Mineral demand.pdfNeal Brewster
After this second you should be able to: Explain the main determinants of demand for any mineral product, and their relative importance; recognise and explain how demand for any product is likely to change with economic activity; recognise and explain the roles of technology and relative prices in influencing demand; be able to explain the differences between the rates of growth of demand for different products.
Lecture slide titled Fraud Risk Mitigation, Webinar Lecture Delivered at the Society for West African Internal Audit Practitioners (SWAIAP) on Wednesday, November 8, 2023.
5 Tips for Creating Standard Financial ReportsEasyReports
Well-crafted financial reports serve as vital tools for decision-making and transparency within an organization. By following the undermentioned tips, you can create standardized financial reports that effectively communicate your company's financial health and performance to stakeholders.
Economic Risk Factor Update: June 2024 [SlideShare]Commonwealth
May’s reports showed signs of continued economic growth, said Sam Millette, director, fixed income, in his latest Economic Risk Factor Update.
For more market updates, subscribe to The Independent Market Observer at https://blog.commonwealth.com/independent-market-observer.
Abhay Bhutada, the Managing Director of Poonawalla Fincorp Limited, is an accomplished leader with over 15 years of experience in commercial and retail lending. A Qualified Chartered Accountant, he has been pivotal in leveraging technology to enhance financial services. Starting his career at Bank of India, he later founded TAB Capital Limited and co-founded Poonawalla Finance Private Limited, emphasizing digital lending. Under his leadership, Poonawalla Fincorp achieved a 'AAA' credit rating, integrating acquisitions and emphasizing corporate governance. Actively involved in industry forums and CSR initiatives, Abhay has been recognized with awards like "Young Entrepreneur of India 2017" and "40 under 40 Most Influential Leader for 2020-21." Personally, he values mindfulness, enjoys gardening, yoga, and sees every day as an opportunity for growth and improvement.
3. 3
PART-1 INTRODUCTION TO SALES ANALYSIS
Sales Analysis is the process of examining and understanding the sales data of a business to gain insights into its performance and
trends. It involves collecting, organizing, and evaluating information related to sales, such as revenue, quantities sold, customer
demographics, product performance, and sales channels.
The goal of sales analysis is to identify patterns, strengths, weaknesses, and opportunities for improvement, which can help businesses
make informed decisions to boost their sales and overall success. In a nutshell, sales analysis is like a magnifying glass that helps
businesses see how well they are doing in selling their products or services and where they can make changes to achieve better results.
• What was the best Year for sales?
• What was the best month for sales?
• How much was earned that month?
• What City had the highest number of sales?
• What time should we display advertisement to maximize likelihood of customer’s buying product?
• What products are most often sold together?
• What product sold the most? Why do you think it sold the most?
4. 4
DATA > INFORMATION
Data Information
• 2022 Total Revenue: USD 10.50M
• Number of products sold: 109K
• Highest average sales month: May (USD 190.35M) Lowest
average revenue month: September (USD 180.51M)
• Best revenue month: December (USD 4.6M)
• Best-selling location: Yangon (Total revenue: USD 8.3M)
• Top product combinations: iPhone and Lighting Charging
Cable, Google phone and USB-C Charging Cable
• Peak sales time: 12 PM and 7.20 PM
5. 5
THE MERCHANT'S WISDOM: A TALE OF SALES ANALYSIS
What can we learn from this study ?
• Importance of Seeking Advice
• Value of Data-Driven Decision-Making
• Focus on Customer Satisfaction
• Adapting to Market Changes
• Continuous Improvement
6. 6
TRADITIONAL SALES VS ANALYST SALES
Traditional Sales
¡ Traditional salesmen often rely on interpersonal skills,
charisma, and persuasive communication to make sales. They
might focus on building relationships, understanding customer
needs through conversation, and tailoring their pitch based on
intuition and experience.
¡ Traditional salesmen might make decisions based on their gut
feeling, experience, and personal observations. They rely on
their ability to read customers and adjust their tactics
accordingly.
¡ Traditional salesmen may personalize their interactions based
on their understanding of the customer's personality,
preferences, and needs. This personalization often comes
from direct conversations and relationship-building.
Analyst Sales
¡ Analyst salesmen, on the other hand, heavily rely on data and
analytics to drive their sales efforts. They use customer data,
market trends, and performance metrics to make informed
decisions about which products or services to recommend to a
specific customer.
¡ Analyst salesmen make decisions based on data-driven
insights and analysis. They might use algorithms, predictive
modeling, and historical data to identify patterns, forecast
customer behavior, and suggest the most relevant offers or
solutions.
¡ Analyst salesmen personalize their approach based on data-
driven insights. They can tailor their recommendations by
analyzing past purchasing behavior, browsing history, and
demographic information.
7. 7
TRADITIONAL SALES VS ANALYST SALES
Traditional Sales
¡ Traditional sales strategies often involve building rapport,
establishing trust, and addressing customer objections
through effective communication. These strategies focus on
the emotional and interpersonal aspects of the sale.
¡ Traditional salesmen excel in interpersonal skills, negotiation,
persuasion, and relationship-building. They are good at
reading body language and adapting their communication
style to different individuals.
¡ While technology might be used to some extent, traditional
salesmen rely more on personal interactions and direct
communication..
Analyst Sales
¡ Analyst sales strategies are driven by the analysis of market
trends, customer behavior, and performance metrics. They
might use techniques like cross-selling, upselling, and
targeted promotions based on data patterns.
¡ Analyst salesmen require strong analytical skills, data
interpretation abilities, and a solid understanding of market
dynamics. They might also have programming and data
analysis skills to work with the tools and technologies required
for data-driven sales.
¡ Analyst salesmen heavily depend on technology for data
collection, analysis, and automation. They may use customer
relationship management (CRM) systems, data analytics
platforms, and AI-driven tools to enhance their sales efforts.
8. 8
BEFORE & AFTER OF SALES ANALYSIS
Before Sales Analysis
¡ The small clothing store has been running for a year, but the
owner has limited information about the business's
performance. They have no clear idea about which clothing
items are the bestsellers, which customer segments are most
profitable, and which marketing efforts are driving sales. The
owner is making decisions based on intuition and guesswork,
which can lead to inefficiencies and missed opportunities.
After Sales Analysis
¡ The owner decides to conduct a sales analysis to understand the
business better. They gather sales data from the past year,
including sales figures, customer information, and marketing
expenses. Here are some key findings from the sales analysis:
1. Bestselling Products: The analysis reveals that t-shirts and jeans
are the most popular items, contributing to the majority of sales.
2. Peak Sales Period: The store experiences a surge in sales during
seasonal promotions and holiday seasons.
3. Customer Segments: The analysis shows that young adults
between the ages of 18 and 30 are the primary customers,
followed by teenagers and middle-aged individuals.
4. Marketing Effectiveness: The owner discovers that social media
advertising generates more sales compared to traditional print ads.
let's take an example of a small clothing store to illustrate the before and after effects of sales analysis:
9. 9
After-effects of Sales Analysis: With these insights, the owner can now take several informed actions to improve the store's
performance:
1. Inventory Management: They can focus on stocking more t-shirts and jeans, while reducing less popular items, optimizing
inventory and avoiding overstocking.
2. Targeted Promotions: During peak sales periods, the owner can plan special promotions or discounts on popular items to attract
more customers.
3. Customer Segmentation: By understanding the primary customer segments, the store can tailor marketing messages and
promotions to better appeal to each group.
4. Marketing Strategy: The owner can allocate more budget to social media advertising and reduce spending on less effective print
ads, maximizing the return on marketing investments.
5. Sales Training: Armed with insights about peak sales times and popular items, the owner can provide targeted sales training to
staff to upsell during high-demand periods.
BEFORE & AFTER OF SALES ANALYSIS
10. 10
UNDERSTANDING THE IMPORTANCE OF SALES ANALYSIS
1. Performance Evaluation: Sales analysis allows businesses to assess their overall performance and track progress towards sales
targets and goals. By analyzing sales data over different periods, companies can identify patterns and assess whether they are on
track to achieve their objectives.
2. Decision-Making: Sales analysis provides valuable insights that aid in making informed decisions. For example, identifying high-
performing products or customer segments can help allocate resources effectively and focus on areas with the highest potential for
growth.
3. Identifying Trends: Analyzing sales data helps in spotting market trends and changes in customer behavior. This enables businesses
to adapt their strategies proactively, ensuring they stay competitive and relevant in the ever-changing market landscape.
4. Forecasting: Sales analysis is essential for accurate sales forecasting. Businesses can project future sales based on historical data,
allowing for better resource planning and inventory management.
5. Improving Efficiency: By understanding the factors that drive sales, businesses can streamline their operations, optimize marketing
efforts, and improve the efficiency of their sales processes.
6. Performance Measurement: Sales analysis provides a basis for measuring the effectiveness of sales and marketing initiatives. It
helps evaluate the return on investment (ROI) of different sales strategies and promotional campaigns.
11. 11
KEY CHALLENGES AND OPPORTUNITIES IN DISTRIBUTION AND RETAIL SALES
1. Data Quality and Integration: One of the main challenges in sales analysis is ensuring the accuracy and integrity of the data.
Businesses may collect data from various sources, and consolidating it into a coherent and reliable dataset can be complex.
2. Data Volume: Distribution and retail businesses often deal with large volumes of sales data. Analyzing this vast amount of information
can be overwhelming without the right tools and techniques.
3. Seasonality and Variability: Sales in retail and distribution can be heavily influenced by seasonal factors, consumer trends, and
economic fluctuations. Understanding and accounting for these variations is crucial for meaningful analysis.
4. Customer Behavior: Customers' preferences and behaviors can be diverse and ever-changing. Analyzing sales data to uncover
customer insights helps in tailoring marketing strategies and improving customer satisfaction.
5. Multi-Channel Sales: Many distribution and retail businesses operate across multiple channels, such as physical stores, e-commerce
platforms, and wholesale distribution. Analyzing sales data across these channels and coordinating strategies can be challenging but
presents opportunities for increased reach and market penetration.
6. Competitive Landscape: Understanding the competitive landscape is vital for success in distribution and retail. Analyzing competitor
sales data and strategies can reveal opportunities for differentiation and improvement.
7. Pricing and Promotion Strategies: Determining the most effective pricing and promotion strategies requires thorough analysis of
sales data and understanding customer responses to pricing changes and promotions.
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EXAMPLE (1) A CASE STUDY OF A DISTRIBUTION BUSINESS
¡ Introduction:
This case study examines the journey of a sub-distributor business operating in the consumer goods sector. The company, named
"Brightway Distributors," is a sub-distributor that sources products from a larger distributor and supplies them to retailers and small
businesses in a specific region. Over the years, Brightway Distributors has faced various challenges and opportunities, and this case
study highlights how they leveraged sales analysis and strategic decisions to achieve success.
¡ Background:
Brightway Distributors started its operations five years ago as a small-scale sub-distributor in a growing urban area. Their initial product
portfolio included fast-moving consumer goods (FMCG) such as snacks, beverages, and toiletries. The company's goal was to fill the gap
in product availability and timely delivery within the region, targeting small retailers and businesses that were underserved by larger
distributors.
¡ Challenges Faced:
1. Market Penetration: At the beginning, Brightway Distributors faced challenges in penetrating the market due to the presence of
established competitors. The team needed to devise a unique selling proposition to stand out and gain the trust of potential retailers.
2. Inventory Management: Managing inventory efficiently was critical for meeting customer demands while avoiding overstocking and
wastage. The company needed to strike a balance to ensure optimal inventory levels.
3. Sales Forecasting: Accurate sales forecasting was essential to plan inventory procurement and avoid stockouts. However, without
historical data, forecasting proved to be a significant challenge.
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EXAMPLE (1) A CASE STUDY OF A DISTRIBUTION BUSINESS
¡ Opportunities Identified:
Customer Segmentation: Through sales analysis, Brightway Distributors identified different customer segments, including small retailers,
cafes, and convenience stores. This insight allowed them to tailor their product offerings and delivery schedules for each segment.
Leveraging Technology: The company saw an opportunity to use technology to streamline operations. They invested in an order
management system and mobile app to facilitate efficient order processing and real-time inventory tracking.
Diversifying Product Portfolio: By analyzing customer preferences and market trends, Brightway Distributors identified opportunities to
expand their product portfolio. They added health and wellness products to cater to the growing demand for healthy snacks and
beverages.
¡ Strategic Decisions and Outcomes:
Market Expansion: After analyzing sales data and demand patterns, Brightway Distributors strategically expanded its distribution network
to neighboring regions. This move resulted in increased sales and a broader customer base.
Performance Metrics: The company implemented key performance indicators (KPIs) to monitor sales performance, delivery efficiency, and
customer satisfaction. This data-driven approach helped them identify areas for improvement and set ambitious targets.
Tailored Promotions: Through customer segmentation, Brightway Distributors conducted targeted promotions and loyalty programs. This
led to increased customer retention and boosted sales among specific customer segments.
Collaboration with Suppliers: By collaborating closely with suppliers and sharing sales data, Brightway Distributors negotiated better
terms, including volume discounts, which contributed to higher profit margins.
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¡ In this case study of a sub-distributor business, several calculation methods are essential to gain valuable insights and make informed
decisions. The calculations will help the company analyze its sales performance, inventory management, and profitability. Below are
some key calculation methods that would be relevant to this case:
Sales Performance Analysis:
a) Sales Revenue: Calculate the total sales revenue by multiplying the quantity sold by the selling price for each product.
b) b) Sales Growth Rate: Determine the sales growth rate by comparing current period sales revenue with previous period sales
revenue.
Inventory Management:
a) Inventory Turnover: Calculate the inventory turnover by dividing the cost of goods sold (COGS) by the average inventory value.
b) b) Days Inventory Outstanding (DIO): Calculate DIO by dividing the average inventory value by the cost of goods sold per day. DIO
measures how long inventory is held before being sold.
Sales Forecasting:
a) Moving Average: Use the moving average method to forecast future sales by averaging sales data over a specific period.
b) Time-Series Analysis: Implement time-series analysis techniques, such as exponential smoothing or ARIMA (AutoRegressive Integrated
Moving Average), to predict future sales based on historical data.
EXAMPLE (1) A CASE STUDY OF A DISTRIBUTION BUSINESS
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Key Performance Indicators (KPIs):
a) Customer Retention Rate: Calculate the CRR by dividing the number of retained customers by the total number of customers.
b) b) Customer Acquisition Cost (CAC): Calculate CAC by dividing the total marketing and sales expenses by the number of new customers
Profitability Analysis:
a) Gross Profit Margin: Calculate the gross profit margin by dividing gross profit (sales revenue minus the cost of goods sold) by sales
revenue.
b) b) Net Profit Margin: Determine the net profit margin by dividing net profit (total revenue minus total expenses) by sales revenue.
Product Performance Analysis:
a) Product Contribution Margin: Calculate the contribution margin for each product by subtracting variable costs (e.g., production cost,
shipping) from the selling price.
b) Product Sales Growth Rate: Determine the sales growth rate for each product by comparing current period sales with previous period sales.
EXAMPLE (1) A CASE STUDY OF A DISTRIBUTION BUSINESS
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EXAMPLE (2) XYZ ELECTRONIC – NAVIGATING SALES ANALYSIS
XYZ Electronics - Navigating Sales Analysis in a Retail Business
¡ Introduction: XYZ Electronics is a chain of electronic retail stores with locations across the country. The company sells a wide range
of electronic products, including smartphones, laptops, home appliances, and accessories. The management at XYZ Electronics is
interested in enhancing their sales strategies through data-driven insights.
¡ Importance of Sales Analysis: The management team at XYZ Electronics understands that analyzing sales data is crucial for
making informed decisions. By examining sales patterns, they can identify which products are performing well, understand customer
preferences, and optimize inventory management.
¡ Challenges and Opportunities:
Challenges:
1. Seasonality: XYZ Electronics experiences fluctuations in sales due to seasonal trends. For instance, there might be a surge in
smartphone sales during the holiday season, while home appliances might see higher demand during the back-to-school period.
2. Product Cannibalization: The introduction of new products could lead to cannibalization, where sales of existing products
decline as customers switch to newer options.
3. Competition: The electronics retail sector is highly competitive, with online and brick-and-mortar competitors. XYZ Electronics
needs to understand their market positioning and how competitors' strategies impact their sales.
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EXAMPLE (2) RETAIL STORE SALES ANALYSIS FOR ELECTRONIC
GADGETS
Opportunities:
1. Cross-Selling and Upselling: Analyzing customer purchase patterns might reveal opportunities for cross-selling (offering
complementary products) and upselling (encouraging customers to buy higher-end products).
2. Customer Segmentation: Identifying different customer segments based on demographics or buying behavior can help tailor
marketing efforts and product offerings.
3. Promotion Effectiveness: Through sales analysis, XYZ Electronics can assess the impact of different promotions and
discounts on customer behavior.
¡ Outcome: By embracing sales analysis, XYZ Electronics gained valuable insights. They found that smartphone sales spiked during
the holiday season and were able to stock up accordingly. They also identified a particular customer segment interested in gaming
laptops and started offering specialized bundles, leading to increased sales in that category. Additionally, by analyzing data on
promotion effectiveness, they optimized their promotional calendar for maximum impact.
¡ Conclusion: This case study demonstrates how sales analysis plays a pivotal role in addressing challenges and capitalizing on
opportunities in a retail business. Retailers like XYZ Electronics can harness the power of data to refine their sales strategies, enhance
customer experiences, and ultimately drive growth.
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HOME WORK
¡ Imagine you are a manager in a retail store or a distribution center. Describe a specific situation where conducting a thorough sales
analysis would be highly beneficial for your business. Explain the potential insights you could gain and how they could positively
impact decision-making and overall performance.
¡ Research and list five common challenges that distribution and retail businesses typically face regarding sales. Explain each challenge
in detail and provide potential strategies or solutions to address them effectively.
¡ Identify and elaborate on three potential opportunities that distribution and retail businesses can leverage to improve their sales
performance. These opportunities could involve emerging market trends, technological advancements, or changes in consumer
behavior.