Direct Market Approach

The optimal alignment of the sales and marketing system within the existing business model is crucial for the sustainable success of a business. This applies to the domestic market, as well as to the development of new business segments and markets.
Every business is confronted with continuous changes, be it customer preferences and customer requirements that change, a new course set by competitors, new technologies and avenues of approach that change the market.

These and other modifications require the business to adjust to the conditions of the market in order to be able to attain sustainable success.

Changes in buying behavior of the customers or changes in the selling market are quickly reflected in the sales of a business. These challenges must be identified in sufficient time to counter successfully with new sales ideas and products.

An efficient and successful sales and marketing system does not only depend on one component, but on a multiplicity of coherences:

• sales and marketing strategy and – concept
• legal and technical conformity of the market
• product design and services
• sales force, training and coaching systems
• minimum and maximum size of the distribution and sales areas per sales person
• internal distribution organization and interface definition
• execution/handling/transaction efficiency and structure
• logistics
• etc.

As your sales management partner, it is our task to identify changes in the market in time, point them out and develop appropriate counter strategies to ensure smooth sales activities once you have gone through the elementary steps of entering the market. It is crucial to find answers for the most important market development concerns:

• Which target groups should be addressed, what are the specifics of the target group and how is it distinguished from others?
• Which product and service attributes must the product or the service possess to be of use to the selected target group?
• Through which sales and marketing channel can the target group be approached most effectively?
• How can the product / the service be distinguished from the competitor’s?
• Which sales can be achieved at which costs, and which target group is the most profitable?
• How should the business position itself to optimally serve the market?
• etc.

Marz Gostar Persia collects all this information using market- and competitor analysis, evaluates it, and develops new distribution and marketing approaches.