Business Analytics · Intermediate level

Intermediate level · Module 1 of 6 · 15 guided hours

Sales, Margin and Pricing Analytics

Explain revenue and profit through volume, price, mix and margin, and analyse pricing decisions.

Learning objectives

  • Separate revenue change into volume, price and mix effects
  • Analyse gross margin by product and customer
  • Assess the effect of price changes on profit

Topics

  • volume, price and mix
  • gross margin analysis
  • product profitability
  • discounting
  • price change break-even
  • sales pipeline basics

Lessons

  1. Lesson 1 Volume, Price and Mix

    Explain revenue change through how much was sold, at what price and in what mix.

    volume effectprice effectmix effectdriver decomposition

  2. Lesson 2 Margin and Product Profitability

    Look beyond sales to the profit each product and customer actually brings.

    gross marginmargin percentagecontributionprofitability ranking

  3. Lesson 3 Pricing and Discount Decisions

    Calculate how much extra volume a discount needs before it pays for itself.

    discount break-evenprice sensitivitymargin erosiontest before rollout

Practical activity

Analyse a distributor's two years of product sales to explain profit change and evaluate a proposed discount.

Expected outcomes

  • Clear explanations of revenue and profit change
  • Evidence-based pricing advice

Assessment

Sales and margin analysis with a pricing recommendation, marked on accuracy and reasoning.

Taught live by an instructor — online or in person. Free course lessons are for self-study and do not lead to a certificate — see registration options.