Peculiarities of the application of the model for determining potential sales zones in the company's product sales system

The subject of the study is the application of the model for determining potential sales zones in
the company’s product sales system.
The purpose of the study is to determine the principles and factors of market segmentation of
the company’s products.
Research methods. The work uses the dialectical method of scientific knowledge, the method of
analysis and synthesis, the comparative method, and the method of summarizing data.

Work results. The paper defines the main principles of market segmentation of the company’s
products. Factors taken into account when building a potential sales zone are given. The stages of
segmentation technology using the potential sales area are outlined. The stages of the process of
organization of circulation are considered.
Conclusions. The analysis of existing approaches and methods to the analysis of the enterprise
product market, taking into account its specific features, made it possible to identify the following
basic principles of its segmentation. There are four such principles: geographic, industrial, functional
and behavioral. The segmentation that carried out according to these principles takes into account
economic, psychological, organizational factors, as well as consumer motives, which can include
benefits in price, costs, time savings in the delivery of goods, etc. The basis for this is the method of
building areas of potential sales of the company’s products, which includes the following stages: taking
into account the main closest competitors, determining the number of consumers and assessing the
demand for products, positioning according to benefits.