Business management and marketing distinguish between sales volume and turnover. The sales volume describes the quantity, while the turnover reflects the value. This gives us the formula:

number of sold units X price per unit sold = turnover

The customer report of a specific company usually contains figures for sales volume and turnover in order to yield a precise picture of the development and future development potential of a particular customer.

The organisation of customer-related data

The organisation and preparation of customer-related data is done in matrix shape for better visibility.

Customer: Nick Little, Hometown -
Sales volume/turnover from 01.01. - 31.03.1999

Department, UCG 12.04.1999

The above matrix is highly simplified and can be enlarged by adding the following features:

- potential
- contribution margin
- average supplied quantity
- average sales promotion quantity
- assortment components

The basic rule "less is more" applies for the determination of the matrix criteria. The individual customer specifications are then condensed to make up district, branch or overall distribution lists. Too many figures make aggregation difficult and lead to obscurity.

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