Causing Sales

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Knowing how much product to order is key to Avon

Causing Sales

It's no longer enough to use past sales trends to project future ones. You also should take into account a variety of competing and sometimes temporary factors that can cause jumps—or drops—in sales. Among the 19 "causal factors" affecting sales of Avon products:

  • Cannibalization of one item by another
  • Amount of space in catalog devoted to an item
  • Price discounts
  • Coupons
  • Combination offers
  • Seasonality
  • Time elapsed since last ad for an item

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    This article was originally published on 2001-10-29
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