As ever more markets turned into buyers markets and the issue became one of addressing the lack of customers, rather than the shortage of goods, the concept of sales became the main idea that guided marketing.
The sales concept maintains that a company cannot expect its products to get picked up automatically by customers. That's where the role of sales incentive programs comes in. You can look for the best sales incentives program online that will increase your business sales.
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The business must be able to make its products more attractive. Affirmative advertising, high-power personal selling, large-scale promotions for sales, massive discounts on prices, and strong public relations, as well as public relations, are common tools employed by businesses that are based on this notion.
For sales incentive programs to be effective, it is very important to design sales territories. Sales territories are a geographic collection of prospects and customers.
Therefore, creating territories for sales is splitting the whole marketing space into a set of areas with the aim of providing the territory with efficiency economically and profitably.
Two approaches are typically used in the design of territory sales areas using the equal workload method as well as the equal potential method.
The equal workload is a method of creating a balance in the workload of all salespeople. The territories are constructed in a way that they are equivalent in terms of workload, not potential.
On the other hand, the equal potential methods begin with the assumption that the effectiveness of a salesperson varies based on his potential area. The correct design of sales territories can bring many advantages to the business.