DOI: https://doi.org/10.36719/2663-4619/113/178-183
Fain Movlanov
Azerbaijan State University of Economics
Master student
https://orcid.org/0009-0003-3028-9677
fain.movlanov@mail.ru
Theoretical Foundations of Sales Area Planning in Modern Stores
Abstract
The planning of sales areas in modern stores is a strategic process aimed at maximizing revenue and market coverage by optimally distributing sales resources across geographical regions. This planning process provides sales professionals with effective approaches and strategies, enabling them to work more efficiently and improve results. Sales area planning takes into account various factors such as market opportunities, geographical territory, customer demand, and profitability historical data. In the modern era, store planning also incorporates advanced technologies and design strategies. Innovations applied in sales areas include experienced retail locations, the integration of smart technologies, and the concept of in-store shops. These approaches leverage various theoretical frameworks aimed at enhancing retail profitability. These include the dynamic capabilities framework, innovation theory, retail life cycle theory, the six forces model theory, profit impact of market strategies (PIMS), and the Delta model theory. These theories play a significant role in the improvement of retail strategies and the development of customer-centric approaches.
Keywords: sales area planning, sales strategies, sales performance, digital commerce, innovation theory, market strategy