Every companies need a strong and sustainable growth, and one way to make it happened is by growing the company’s product to strong and sustainable growth. This is part of the sales people responsibility.
Doing the same ways like yesterday cannot guarantee your today’s success. You cannot do the same thing if you wish to grow your product’s sales and one good way to do it is by developing your market.
There are two approaches that sales people could use to develop the market
1. Vertical Approach
Main Objective for vertical approach is by healthy increasing your existing outlets stock level which can be done by developing outlets selling out.
Developing selling out of a costumer mostly used extra promo in outlets like display activities and consumer promo activities, but offering new SKU of product could also improving the outlet stock level and selling outs.
2. Horizontal Approach
Developing the market using this approach is by acquiring new outlets. Acquiring new outlets can be done by market expansion to new market, new channel or new segment and getting more new costumers.
Both approaches can be used to develop your market but the best option will be the combination of both approaches. You gain improvement on sales and creating new source of growth from the new costumers.
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