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Pricing & deals
Average selling price
The average realised price per unit or seat, after discounts. Falling ASP with rising volume is a mix shift or a discounting problem — find out which.
Owned by: Sales analystTest band: Sales analyst
The formula
ASP = Net bookings ÷ Units sold
In practice
Track ASP and discount together. ASP can fall because you sold more small deals (mix) or because reps gave more away (discipline); the fixes differ.
The kind of thing the test asks
- ASP fell 12% while unit volume rose 30%. Before concluding reps are over-discounting, check…