Know Your Measures: Sales

Amount sold in stores with no merchandising present that week.   Major use is when quantifying trade costs.  For other analyses, Base Sales will probably be the better measure to use.

Amount sold in stores which had some type of merchandising at any point during the week.  Major uses: 1) see how highly promoted a category/segment/brand is and 2) to quantify trade costs or calculate merchandising efficiency.  Otherwise, not used often since different stores are in there week to week.

Physical volume of product sold at retail expressed in packages.  This is the unit that the shopper buys in the store.  Use when comparing products of the same size.  Most often used by Operations, also in pricing analyses.  Also, in some databases, used as a substitute for a volume when no volume measure (e.g. pounds, […]