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TERM
% of Sales on Promotion
Share of total sales generated under promotional conditions.
Definition
This metric shows what percentage of sales occurred during weeks with feature, display, or price reductions.
How to Calculate
Divide promoted sales by total sales and multiply by 100.
Why it Matters
Indicates reliance on promotions and helps manage trade spend.
Key Advantages
Reveals promotional dependency, supports ROI analysis, and informs pricing strategy.
Example
If $20,000 of $100,000 sales were promoted, percent of sales on promotion is 20 percent.
Use it to
Measure the portion of volume sold during promoted weeks to gauge reliance on discounting. Compare across retailers and periods to distinguish incremental lift from promotion‑dependent shifting and right‑size plan weight.
