Interview Guides
You are analyzing sales performance for a hardware product line sold through a direct ecommerce channel and an assisted sales channel. Over the last quarter, weekly unit sales fell from 12,400 to 10,100, an 18.5% decline, while site traffic was roughly flat and average selling price slipped from $1,180 to $1,120. In the same period, a new configuration flow went live on Dell.com, a promotional bundle ended, and one enterprise segment saw longer quote approval times. Leadership wants to know whether the drop is coming from demand, conversion, pricing, product mix, or operational issues.
How would you approach analyzing a decline in product sales?
