Types of Sales Strategies
Posted: Sun Jan 12, 2025 7:49 am
The classification of sales strategies can be built taking into account the two main subjects it is aimed at: consumers and partners (intermediaries). In other words, long-term sales planning is associated either with increasing market presence (choosing a sales channel) or with interactions within sales channels (communications within the sales direction).
Market presence expansion strategies are aimed at identifying the mechanisms and conditions under which the product's market presence is increased. When the number of intermediaries changes, the final cost for buyers is adjusted (due to the markup) and the supplier's profit is reduced (due to the wholesale discount).
Types of Sales Strategies
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To compensate for the transfer of part of the markup to partners, the manufacturer must increase sales volumes (leading to an increase in gross profit).
Taking into account the specifics of list of us phone data long-term sales planning, the following areas of sales strategy for expanding market coverage should be highlighted:
Intensive Sales Strategy
It involves attracting as many intermediaries as possible, regardless of their work format. The main advantage of this strategy is maximum market coverage. The disadvantage here is related to more complex control of the sales process.
The product will be available to the consumer everywhere, but its movement becomes more difficult to monitor. An example is the distribution of chewing gum in a variety of places.
Selective Marketing Strategy
It implies a conscious reduction in the number of intermediaries. This takes into account the type of end customers, the location of stores and the quality of service provided. The main advantage of the selective strategy is the complete control over the sales process by the supplier.
However, due to the limited number of intermediaries, the market coverage may be incomplete. An example is the sale of complex equipment through specialized stores or the sale of branded cosmetics in boutiques.
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"B2B Marketing: Key Features, Promotion Channels"
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Exclusive Distribution Strategy
This type of sales strategy can be implemented through exclusive distribution or franchising. In the first case, the market is assigned to a specific dealer, who is given sales plans.
In a franchise, the partner pays for the right to exclusively trade in the market for a specified period, but no sales plan is set for him. An example of such a sales strategy is McDonald's.
Market presence expansion strategies are aimed at identifying the mechanisms and conditions under which the product's market presence is increased. When the number of intermediaries changes, the final cost for buyers is adjusted (due to the markup) and the supplier's profit is reduced (due to the wholesale discount).
Types of Sales Strategies
Source: shutterstock.com
To compensate for the transfer of part of the markup to partners, the manufacturer must increase sales volumes (leading to an increase in gross profit).
Taking into account the specifics of list of us phone data long-term sales planning, the following areas of sales strategy for expanding market coverage should be highlighted:
Intensive Sales Strategy
It involves attracting as many intermediaries as possible, regardless of their work format. The main advantage of this strategy is maximum market coverage. The disadvantage here is related to more complex control of the sales process.
The product will be available to the consumer everywhere, but its movement becomes more difficult to monitor. An example is the distribution of chewing gum in a variety of places.
Selective Marketing Strategy
It implies a conscious reduction in the number of intermediaries. This takes into account the type of end customers, the location of stores and the quality of service provided. The main advantage of the selective strategy is the complete control over the sales process by the supplier.
However, due to the limited number of intermediaries, the market coverage may be incomplete. An example is the sale of complex equipment through specialized stores or the sale of branded cosmetics in boutiques.
Read also!
"B2B Marketing: Key Features, Promotion Channels"
Read more
Exclusive Distribution Strategy
This type of sales strategy can be implemented through exclusive distribution or franchising. In the first case, the market is assigned to a specific dealer, who is given sales plans.
In a franchise, the partner pays for the right to exclusively trade in the market for a specified period, but no sales plan is set for him. An example of such a sales strategy is McDonald's.