How to make the most of sales data

Aims to present some basic ideas on sales analysis to serve as a starting point for any novice assigned the task of analysing a firm’s sales data.

Most companies have massive databases of historical sales data, but few firms invest the money and staff time to mine the intelligence hidden in those databases. It seems that everyone has sales data, but almost no one does a good job of analysing that data. The purpose of this article is to present some basic ideas on sales analysis that might serve as a starting point for any novice who might be assigned the task of analysing a firm's sales data. The discussion is written from the perspective of sales data at a manufacturing company, but the concepts apply equally...

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