Teach on Udemy

Turn what you know into an opportunity and reach millions around the world.

Learn More

Your cart is empty.

Keep shopping

Sales Analysis for Management Consultants

Name: Sales Analysis for Management Consultants
Rating: 4.4 (366 reviews)

A practical guide on how to improve sales and marketing of your customers during consulting projects like McKinsey, BCG,

Created byAsen Gyczew

Last updated 6/2026

English

What you'll learn

Analyze sales and marketing in different industries
Improve sales force efficiency
Increase profits by optimizing sales and marketing
Calculate in Excel the potential impact of proposed changes
Apply improvement techniques to other fields and industries
Improve sales in Retail, FMCG, B2B service, B2C services

Course content

8 sections • 163 lectures • 7h 3m total length

Introduction1:48
We begin with little intro into the course as well as some general info on production
A little bit about me1:47
A few words about your humble teacher
How this course will be organized?1:33
I will show you how the course is organized
What to do if a blurry image appears2:04
Here I will show you what to do if a blurry image appears
How to find additional resources1:06
Here I will show you how to find additional resources attached to the coruse like Excel files, presentations, links etc.

Introduction to sales and marketing in FMCG1:03
In this lecture I will show you what you can expect in this section. . In the second section I will discuss main challenges in sales and marketing in FMCG. We will also go through a number of cases and business analyses devoted to sales and marketing in FMCG. Our cases will be from cosmetics, food industry and will show you how to analyze motivation / bonus system, how to analyze the efficiency of sales force, how to estimate potential growth in specific regions and many more
Overview of Sales in FMCG1:35
FMCG sells mainly through retailers. Some go into independent distribution via own website and own stores. We will discuss all the options in this section
Overview of Marketing in FMCG4:16
In this lecture I will show you what matters the most in marketing in this business model
Main challenges in sales and marketing in FMCG3:11
There are number of challenges in the Sales and Marketing of FMCG. We will discuss them in this lecture briefly to give you a taste of what you can expect during a consulting project
Introduction to cases for FMCG1:21
The next few lectures will be cases that will give you insight and practical tips. Here I will show you what you can expect in next lectures.
Sales channel analysis - case in FMCG3:06
Most producers/brand owners operate using many sales channels: wholesalers, own shops, e-commerce, marketplace, etc. It makes sense to check how profitability looks across channels and what can be done to improve the overall situation. I will show you how it can be done with a simple Excel analysis and a pivot table. I will also try to demonstrate what kind of conclusions can you draw and what should be your next steps, on the basis of the results you are getting from the analyses
How to expand the brand – Introduction2:38
Let’s have a look at milk producer that wants to expand its product range. In this case you will be asked to analyze and find the best candidates for brand expansions.
How to expand the brand – Solution – Part 13:29
In this lecture I will show you how to solve the case shown in the previous lectures.
How to expand the brand – Solution – Part 22:58
In this lecture I will show you how to solve the case shown in the previous lectures.
How to expand the brand – Solution – How to create scatter plot with names3:12
Here I will show you how to create a scatter plot
Sales force efficiency analysis – Introduction2:18
Let’s have a look at the sales force efficiency in Poland of a cosmetics producers. We will analyze the efficiency of sales force and look for ways to improve the margin
Sales force efficiency analysis – Solution – Unit Cost2:16
In this lecture I will show you how to solve the case shown in the previous lectures.
Sales force efficiency analysis – Solution – ABC analysis of Current Solution3:01
In this lecture I will show you how to solve the case shown in the previous lectures.
Sales force efficiency analysis – Solution – more on Current Solution2:33
In this lecture I will show you how to solve the case shown in the previous lectures.
Sales force efficiency analysis – Solution – Margin Maximazation2:48
In this lecture I will show you how to solve the case shown in the previous lectures.
Sales force efficiency analysis – Solution – Specialization3:50
In this lecture I will show you how to solve the case shown in the previous lectures.
Sales force efficiency analysis – Solution – Summary2:22
In this lecture I will show you how to solve the case shown in the previous lectures.
Sales force efficiency analysis – Practical Tips3:27
In this lecture I will show you how to solve the case shown in the previous lectures.
How to find the white spaces untouched by your brand – Introduction1:03
Let’s have a cosmetics producer and see where is the potential for development. We will analyze the sales by regions and try to find how much more we can sell in each and every region.
How to find the white spaces untouched by your brand – Solution – Per capita4:05
In this lecture I will show you how to solve the case shown in the previous lectures.
How to find the white spaces untouched by your brand – Solution – Local shares3:32
In this lecture I will show you how to solve the case shown in the previous lectures.
How to find the white spaces untouched by your brand – Solution – Presentation2:07
In this lecture I will show you how to solve the case shown in the previous lectures.
How to analyze the motivation system of sales force – Introduction3:42
Motivation plan for sales people can be pretty complicated. I will show you some examples that we will analyze in the next lecture
How to analyze the motivation system of sales force – Solution3:39
In this lecture I will show you how to solve the case shown in the previous lectures.
Juice producer – motivation system of sales force – Introduction2:32
We will now have a look at a company selling branded juice in Romania that has 2 type of sales force. I will show you how to analyze and calculate their motivation systems
Juice producer – motivation system of sales force – Solution - Area Manager4:30
In this lecture I will show you how to solve the case shown in the previous lectures.
Juice producer – motivation system of sales force – Solution - Sales Rep2:11
In this lecture I will show you how to solve the case shown in the previous lectures.
Overview of segmentation methods0:19
More on FMCG business model0:13

Introduction to sales and marketing in Retail0:58
In this lecture I will show you what you can expect in this section. I will discuss main challenges in sales and marketing in B2B Services. We will also go through a number of cases and business analyses devoted to sales and marketing in B2B Services. We will go through many cases including consulting, analytical services, aircraft maintenance.
Overview of Sales1:24
Retail sell through its own stores. Yet they also have their online presence and try to sell via marketplaces
Overview of Marketing in Retail3:01
In this lecture I will show you what matters the most in marketing in this business model
Main challenges in sales and marketing in Retail3:32
There are number of challenges in the Sales and Marketing in Retail. We will discuss them in this lecture briefly to give you a taste of what you can expect during a consulting project
Introduction to cases for Retail1:30
The next few lectures will be cases that will give you insight and practical tips. Here I will show you what you can expect in next lectures.
Analyses of stores by cohorts - Introduction2:11
I this lecture I will show you what kind of cohorts / segments you can use to analyze a retailer. Later on I will show you some analyses of a specific retail by chosen cohorts
Analyses of stores by cohorts - Example4:20
Here I show the example of analyses of a specific retail by chosen cohorts
Product range analysis - Introduction1:51
In Retail you have space that you divide among different product groups. For every group you should calculate the total margin using sales density, % Gross Margin and space allocated to specific group. You have to analyze their performance and decide how to split the space. In this lecture I will show you the general concept
Product range analysis - Example3:30
Here I show an example of a product range analysis
Inventory analysis - Introduction3:10
We will continue with the example from previous lecture. In this example of single store when we look at the sales and inventory level it is clear that there is too much stock. Let’s see what we can do about it
Inventory analysis - Excel3:12
We will continue with the example from previous lecture. In this example of single store when we look at the sales and inventory level it is clear that there is too much stock. Let’s see what we can do about it
Store checks - examples in retail7:09
Store Check come in handy whenever you are talking about B2C physical products, services and retail. This methods gives you solid facts on which you can build your business
Introduction to Expansion2:23
At some point you will start considering expansion. I will show you in this section how you can expand your retail business and how to decide what to do
Expansion of current model - options1:51
Once your business model is right you will want to expand and grow. There are some options to do that and I will show them in this lecture
Saturating existing markets - intro1:00
If you are present on specific market you want to know when you will reach a saturation market – the maximal number of shops that will not cause much cannibalization. I will show you how to approach this subject
Saturating existing markets – Introduction to the case study1:11
We will now try to check in practice how to find saturation point for a retailer. In this lecture I will introduce the case that we will work with for the next few lectures. You will be asked to find the saturation for grocery store operating in Poland
Saturating existing markets – Data for the case study3:12
In this lecture we solve previously introduced case.
Saturating existing markets – Number of Stores3:09
In this lecture we solve previously introduced case.
Saturating existing markets – Stores by concepts3:04
In this lecture we solve previously introduced case.
Saturating existing markets – Concept & Space3:46
In this lecture we solve previously introduced case.
Saturating existing markets – Solution in Power Point1:57
In this lecture we solve previously introduced case.
Expansion strategy into other countries - introduction2:48
Creating an expansion strategy requires you to do a number of things. I will show you in this lecture how to approach this subject
Expansion strategy into other countries – Case Introduction2:17
In this lecture I will start the case study that we will be solving for the next few lectures. Imagine that you are a Spanish fashion retailer and you want to figure out which countries you should enter. Therefore, you prepare a ranking of countrires that show attractivness and the size of each and every market.
Expansion strategy into other countries – Data for the case study3:44
In this lecture we solve previously introduced case.
Expansion strategy into other countries – Which function to use4:53
In this lecture we solve previously introduced case.
Expansion strategy into other countries – Solution in Excel3:32
In this lecture we solve previously introduced case.
Expansion strategy into other countries – Solution in Power Point2:30
In this lecture we solve previously introduced case.
What is multichannel?2:14
As the e-commerce has been significant distribution channel traditional retailers were forced to transform into multichannel players (operating both in traditional stores, offline word as well as online business) Here I will show you the main challenges and how to tackle them
Main problems with multichannels3:56
Let’s have a look at the main problems with multichannel
Pricing dilemma - case study - Problem1:57
Imagine that you have a chain of physical stores and online stores. What pricing would you use? How you would come up with the right pricing?
Pricing dilemma - case study - Solution2:42
In this lecture I show you the solution to the case you had to solve in the previous lecture
Cannibalization of sales by off-line - Introduction2:13
When you start building more stores you are bound to cause a lot of cannibalization. I will show you in this lecture how to approach this subject
Cannibalization of sales by on-line – Introduction2:32
When you start building on-line presence you are bound to cause a lot of cannibalization. I will show you in this lecture how to approach this subjec
Cannibalization of sales - case study1:19
Let’s have a look at an example of cannibalization
Canibalization - tips how to solve the case study1:01
Let’s have a look at an example of cannibalization
Cannibalization of sales - case study - Calculation in Excel3:42
Let’s have a look at an example of cannibalization
More on Retail business model0:13

Introduction to sales and marketing in B2B Services1:06
In this section, I will discuss the main challenges in sales and marketing in B2B Services. We will also go through a number of cases and business analyses devoted to sales and marketing in B2B Services. We will go through many cases, including consulting, analytical services, and aircraft maintenance
Overview of Sales in B2B Services1:07
B2B Service firms use mainly their own sales force team. However, more and more options are available. We will discuss this subject in this lecture.
Overview of Marketing in B2B Services2:41
In this lecture, I will show you what matters most in marketing in this business model.
Main challenges in sales and marketing in B2B Services2:55
There are number of challenges in the Sales and Marketing in B2B Services. We will discuss them in this lecture briefly to give you a taste of what you can expect during a consulting project
Introduction to cases for B2B Services1:18
The next few lectures will be cases that will give you insight and practical tips. Here I will show you what you can expect in next lectures.
How you can price consulting projects?4:49
There are many ways in which you can set the price for a consulting project. I will show you different methods in which you can set your price, what the implications of each one of them are, and when they can be used. I will also discuss the advantages and disadvantages of each and every one of them.
Calculating the price and profitability of a consulting project5:57
Here, I show you how to calculate the price and the profitability of a consulting project using a fixed fee and time and materials formula. You will get a template in Excel, shown in the lecture as an attachment in the additional resources
Analyzing the profitability of sales channels - introduction1:56
Here I show you how to analyze the profitability of sales channels in Consulting
Analyzing the profitability of sales channels - Example3:48
Here we show how to analyze the profitability of sales channels
Analyzing the profitability of sales channels -example of selling small services7:31
Here, we show how to analyze the profitability of sales channels
Cross-selling – Introduction2:57
In B2B Services, since you already have a nice base, you try to sell them more of your products. The best example are big 4 auditing companies. I will discuss the general preconditions for cross-selling and introduce the case we will be solving in the next lectures.
Cross-selling – Solution3:24
In this lecture, I will show you how to solve the case shown in the previous lectures.
Which customer should you remove – Introduction2:13
Quite often, it makes sense to remove some of your customers. In this lecture, I will discuss when you should do it, and we will do a short introduction to the case study
Which customer should you remove – Solution – Analysis of Current Margins2:07
In this lecture, I will show you how to solve the case shown in the previous lectures
Which customer should you remove – Solution – Potential Improvements2:43
In this lecture, I will show you how to solve the case shown in the previous lectures
Which customer should you remove – Solution – Some tips2:09
In this lecture, I will show you how to solve the case shown in the previous lectures
Which price formula is the best for my profits – Introduction2:47
The price formula in B2B services can drastically impact the margins and net profit. In this lecture, we will go through a case that will show you how to approach the analysis of a price formula with uncertainty on the scenario that will happen.
Which price formula is the best for my profits – Solution – Times & Materials3:47
In this lecture, I will show you how to solve the case shown in the previous lectures.
Which price formula is the best for my profits – Solution – Mixed Options2:37
In this lecture, I will show you how to solve the case shown in the previous lectures.
More on B2B Service Business Model0:14

Introduction to sales and marketing in B2C Services0:44
In this section, I will discuss the main challenges in sales and marketing in B2B services. We will also go through a number of cases and business analyses devoted to sales and marketing in B2C Services. The case will be from a restaurant chain, a beauty salon chain, and others. I will show you how to check whether a new product introduction makes sense, how to increase profits by 10%, and other cases
Overview of Sales in B2C Services1:19
In terms of sales and marketing, B2C services are similar to Retail. We will briefly discuss the sales in B2C Services.
Main challenges in sales and marketing in B2C Services - Part 13:32
There are a number of challenges in the Sales and Marketing of B2C Services. We will discuss them in this lecture briefly to give you a taste of what you can expect during a consulting project. In this part, I will discuss services performed at a specialized place.
Main challenges in sales and marketing in B2C Services - Part 22:18
There are a number of challenges in the Sales and Marketing of B2C Services. We will discuss them in this lecture briefly to give you a taste of what you can expect during a consulting project. In this part, I will discuss services performed at a specialized place.
Main challenges in sales and marketing in B2C Services - Part 32:38
There are a number of challenges in the Sales and Marketing of B2C Services. We will discuss them in this lecture briefly to give you a taste of what you can expect during a consulting project. In this part, I will discuss services performed at a specialized place.
Introduction to cases for B2C Services1:01
Here I will show you what cases we will cover in this section
What will be the effect of the price increase – Introduction2:09
The impact of the price change on your profit will depend on a few factors. I will discuss in this lecture what you should take into account and how to calculate it.
What will be the effect of the price increase – Solution - Impact on coffee only4:01
In this lecture, I will show you how to solve the case shown in the previous lectures
What will be the effect of the price increase – Solution – full impact2:34
In this lecture, I will show you how to solve the case shown in the previous lectures.
Does it make sense to introduce new services or product – Introduction2:33
Not always does the introduction of a new product make sense. I will show you here how to check whether you are making the right decision. We will be using, in this case, a fast-food salad that has just introduced 2 new products, and you want to check whether it makes sense.
Does it make sense to introduce new services or product – the impact of Cofee3:43
In this lecture, I will show you how to solve the case shown in the previous lectures.
Does it make sense to introduce new services or product – the impact of Soup2:14
In this lecture, I will show you how to solve the case shown in the previous lectures.
How to increase the net profit by 10% – Introduction1:22
There are plenty of alternative ways on the sales side to boost profits. Here, I will show you how to analyze it and what the way forward should be.
How to increase the net profit by 10% – Solution – Current Level of costs3:44
In this lecture, I will show the solution to the case study introduced in the previous lectures.
How to increase the net profit by 10% – Solution – Analysis of different options3:57
In this lecture, I will show the solution to the case study introduced in the previous lectures.
More on B2C Services Business Model0:14

Introduction to sales and marketing in SMCG0:51
Here I will show you how to analyse sales and marketing issues in SMCG business model
Overview of Sales in SMCG1:59
In this lecture I will show you the main way in which you are selling products if you are SMCG company
Overview of Marketing in SMCG4:22
In this lecture I will show main ways to market SMCG products
Main challenges in sales and marketing in SMCG4:06
We will discuss here the main challenges that you have to have if you are working in SMCG business
Introduction to cases for SMCG1:32
I will go through the cases that we will discuss in this section and that will help you to analyze and improve sales and marketing in SMCG
New products within old categories – Case Introduction1:25
You can also think about adding new products within existing categories. This is what we will discuss in this lecture
New products within old categories – Case Solution - Vaccum Cleaners estimation3:57
Here I will show you the solution to the previously introduced case in Excel
New products within old categories – Case Solution - the rest of estimation in E3:05
Here I will show you the solution to the previously introduced case in Excel
New products within old categories – Case Solution - Power Point1:59
Here I will show you the solution to the previously introduced case in Excel
Direct Distribution – Case Introduction2:37
Imagine that you are working for a smartphone producer that considers direct distribution. In this lecture we will start thte case study where your task will be to check whether it makes sense or not
Business model of Retailer - main drivers2:12
I will show you in this lecture what KPI I the retail business model driven by. This will help you understand the modeling in Excel done in next lectures
Business model of Retailer in Excel - transaction version - 1 store3:58
Here I will show you how to model the Retailer business in Excel.
Business model of Retailer in Excel - transaction version - retail chain4:04
Here I will show you how to model the Retailer business in Excel.
Business model of Retailer in Excel - sq m version1:07
Here I will show you how to model the Retailer business in Excel.
Direct Distribution – Back to the case study1:23
We are returning to the case study where we try to model the SMCG business - smartphone producer that wants to set-up his own retail chain
Direct Distribution – Current Net Margin3:45
In this lecture I will show you the solution to previously introduced case study
Direct Distribution – Modeling 1 store3:40
In this lecture I will show you the solution to previously introduced case study
Direct Distribution – Future Net Margin2:58
In this lecture I will show you the solution to previously introduced case study
Direct Distribution – Comparison3:37
In this lecture I will show you the solution to previously introduced case study
Direct Distribution – Solution in Power Point1:57
In this lecture I will show you the solution to previously introduced case study
How to motivate not yours sales reps – Case Introduction2:33
Let’s imagine that you have to decide which method to support sales reps that work for retailers will be the best one. Help you customer analyze which method is better. We will discuss what other methods are used by your competitors and what you should pay attention to in order to decide which methods is better
How to motivate not yours sales reps – Trainings4:58
In this lecture I will show you the solution to previously introduced case study
How to motivate not yours sales reps – Contests2:17
In this lecture I will show you the solution to previously introduced case study
How to motivate not yours sales reps – Incentive trips2:32
In this lecture I will show you the solution to previously introduced case study
How to motivate not yours sales reps – Loyalty program2:19
In this lecture I will show you the solution to previously introduced case study
How to motivate not yours sales reps – Summary and Comparison in Excel2:01
In this lecture I will show you the solution to previously introduced case study
How to motivate not yours sales reps – Solution in Power Point2:26
In this lecture I will show you the solution to previously introduced case study
How much should you give for the old product – Case Introduction1:45
Imagine that you work for a car producer that wants to give certain discount for those who exchange their old car for a new one. Try to analyze and find out whether it makes sense or not and how much additional margin he can generate from this tactic
When it makes sense to pay your customer for older version of the product?3:49
In some cases it makes sense to pay the customer for the older version of the product. We will discuss in this lecture under what conditions it makes economic sense
How much should you give for the old product – Costs3:01
In this lecture I will show you the solution to previously introduced case study
How much should you give for the old product – Benefits3:22
In this lecture I will show you the solution to previously introduced case study
How much should you give for the old product – Summary0:58
In this lecture I will show you the solution to previously introduced case study
How much should you give for the old product – Solution in Power Point2:09
In this lecture I will show you the solution to previously introduced case study
From SMCG to service – Introduction – Part 13:03
More and more SMCG businesses are considering switching from just selling the product and losing track of the customer to selling service which usually, helps you increase your link with your customer base and earn more at the same time.
From SMCG to service – Introduction – Part 24:43
More and more SMCG businesses are considering switching from just selling the product and loosing track of the customer to selling service which usually, helps you increase your link with your customer base and earn more at the same time
From SMCG to service – Case Introduction0:53
Here we will introduce the case study of a smartphone producer who wants to switch from selling the product to selling the service. We will try to estimate and compare both options and see what makes more sense.
From SMCG to service – If sold as a product4:18
In this lecture I will show you the solution to previously introduced case study
From SMCG to service – If sold as a service – Part 13:01
In this lecture I will show you the solution to previously introduced case study
From SMCG to service – If sold as a service – Part 23:01
In this lecture I will show you the solution to previously introduced case study
From SMCG to service – Comparison2:06
In this lecture I will show you the solution to previously introduced case study
From SMCG to service – Solution in Power Point2:41
In this lecture I will show you the solution to previously introduced case study
How to shorten the lifespan of a product – Case Introduction1:59
Imagine that you are working for a ceramic tiles producer that wants to change the frequency at which customers are remodeling its houses. Your task is to analyze and decide which way is the best
How to shorten the lifespan of a product – General rules3:49
There are some standard ways to make people shorten the lifespan. In this lecture we will discuss them
How to shorten the lifespan of a product – Current Situation2:46
In this lecture I will show you the solution to previously introduced case study
How to shorten the lifespan of a product – Fad2:35
In this lecture I will show you the solution to previously introduced case study
How to shorten the lifespan of a product – Lower Costs1:46
In this lecture I will show you the solution to previously introduced case study
How to shorten the lifespan of a product – Simplify Exchange1:23
In this lecture I will show you the solution to previously introduced case study
How to shorten the lifespan of a product – Parameters2:24
In this lecture I will show you the solution to previously introduced case study
How to shorten the lifespan of a product – Comparison1:22
In this lecture I will show you the solution to previously introduced case study
How to shorten the lifespan of a product – Solution in Power Point1:56
In this lecture I will show you the solution to previously introduced case study
Why you care about the customer base?3:24
The customer base becomes more and more important for SMCG business. We will discuss in this lecture why
What is the value of the customer base – Introduction2:01
Here I will show you what do we mean by customer value and how to calculate it
How to increase the value of the customer base2:49
There are some ways in which you can increase the value of your customer. We will discuss them in this lecture
More on SMCG Business Model0:14

Requirements

Basic or intermediate Excel
Basic knowledge of economics or finance

Description

What is the aim of this course?

This course will help you drastically improve your knowledge and skills in improving and developing sales and marketing through a series of practical cases. It is designed for people who want to become management consultants or business analysts or have to run and optimize sales and marketing on daily basis. In the course you will learn 3 things:

How to understand the main challenges in sales and marketing
How to improve sales and marketing in order to increase margin and profit
Where to look for savings and improvements, how to calculate potential savings in Excel and implement them

This course is based on my 15 years of experience as a consultant in top consulting firms and as a Board Member responsible for strategy, performance improvement, and turn-arounds in the biggest firms from Retail, FMCG, SMG, B2B, and services sectors that I worked for. I have carried out or supervised over 90 different performance improvement projects in different industries that generated a total of 2 billion in additional EBITDA. On the basis of what you will find in this course, I have trained in person over 100 consultants, business analysts, and managers who now are Partners in PE and VC funds, Investment Directors and Business Analysts in PE and VC, Operational Directors, COO, CRO, CEO, Directors in Consulting Companies, Board Members, etc. On top of that my courses on Udemy were already taken by more than 224 000 students including people working in EY, Walmart, Booz Allen Hamilton, Adidas, Naspers, Alvarez & Marsal, PwC, Dell, Walgreens, Orange, and many others.

I teach through case studies, so you will have a lot of lectures showing examples of analyses, and tools that we use. To every lecture, you will find attached (in additional resources) the Excels as well as additional presentations, and materials shown in the lectures so as a part of this course you will also get a library of ready-made analyses that can, with certain modifications, be applied by you or your team in your work.

Why have I decided to create this course?

Sales and marketing differ drastically in every company and it usually takes a management consultant a lot of time to learn and understand the business during a consulting project. By giving you exposure to real-life cases and analyses I want to improve your awareness and skills in analyzing complex sales and marketing analysis. Thanks to this course, you will know what and how to do during a consulting project devoted to the sales and marketing area.

To sum it up, I believe that if you want to build or to find improvements in any business you should master techniques related to analyzing and optimizing sales and marketing. That is why. I highly recommend this course not only to consultants or business analysts who have to advise their customers but also to owners, founders of businesses as well as sales managers, and directors.

In what way will you benefit from this course?

The course is a practical, step-by-step guide loaded with tons of analyses, tricks, and hints that will significantly improve the speed with which you find and analyze sales and marketing. There is little theory – mainly examples, a lot of tips from my own experience as well as other notable examples worth mentioning. Our intention is that thanks to the course you will learn:

How to understand sales and marketing in different business models
How to optimize it
Where to look for savings and improvements
How to calculate the impact of proposed changes in Excel

You can also ask me any question either through the discussion field or by messaging me directly.

How the course is organized?

The course is divided into the following sections:

Introduction. We begin with a little intro to the course as well as some general info on sales analysis.
FMCG. In the second section, I will discuss the main challenges in sales and marketing in FMCG. We will also go through a number of cases and business analyses devoted to sales and marketing in FMCG. Our cases will be from the cosmetics, and food industry and will show you how to analyze motivation/bonus systems, how to analyze the efficiency of salesforce, how to estimate potential growth in specific regions, and many more.
Retail. This section will discuss the main challenges in sales and marketing in Retail. We will also go through a number of cases and business analyses devoted to sales and marketing in Retail that will help you immensely during the consulting project.
B2B Services. In this section, I will discuss the main challenges in sales and marketing in B2B Services. We will also go through several cases and business analyses devoted to sales and marketing in B2B Services. We will go through many cases including consulting, analytical services, and aircraft maintenance.
B2C Services. In this section, I will discuss the main challenges in sales and marketing in B2B services. We will also go through a number of cases and business analyses devoted to sales and marketing in B2C Services. The case will be from a restaurant chain, a beauty salon chain, and others. I will show you how to check whether a new product introduction makes sense, how to increase profits by 10%, and other cases.

You will be able also to download many additional resources

Excels with analyses shown in the course
Presentation of slides shown in the course
Links to additional presentations and movies
Links to books worth reading

At the end of my course, students will be able to…

Analyze sales and marketing in different industries
Improve sales force efficiency
Increase profits by optimizing sales and marketing
Calculate in Excel the potential impact of proposed changes
Apply improvement techniques to other fields and industries
Improve sales in Retail, FMCG, B2B service, and B2C services
What is the difference between options and scenarios?

Who should take this course? Who should not?

Management Consultants and Business Analysts
Financial Controllers
Investment Analysts
Startup Founders
Project Managers

What will students need to know or do before starting this course?

Basic or intermediate Excel
Basic knowledge of economics
Basic or intermediate knowledge of finance & accounting

Who this course is for:

Management Consultants
Business Analysts
Small and medium business owners
Startups founders
Sales Managers
Controllers

Sales Analysis for Management Consultants

What you'll learn

Explore related topics

Course content

Introduction5 lectures • 8min

FMCG29 lectures • 1hr 17min

Retail37 lectures • 1hr 39min

B2B Services20 lectures • 58min

B2C Services16 lectures • 38min

SMCG54 lectures • 2hr 21min

Additional Resources1 lecture • 1min

Conclusions1 lecture • 1min

Requirements

Description

Who this course is for: