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| Sales and Distribution Section | As the main goal of the marketing plan is to get people to buy your products or services then this part explains in details how this is going to happen. In its turn the Sales and Distribution part of the marketing plan is divided into three parts. But any of these parts may not apply to your business.
1) The distribution methods that will be used.
This part describes distribution methods and channels. Define more exactly what you will use: a Web site, sales representatives, retail or mail. A direct distribution channel means direct delivery products or service from the manufacturer to the consumer. If products or services are delivered from manufacturer to retailer and then to consumer it is a one stage distribution channel. In the traditional distribution channel it goes from manufacturer to wholesaler then to retailer and at least to consumer. Don’t forget to outline all the links that will be involved in the supply chain such as the different companies, people and/or technologies, including distributional requirements (refrigerators and the like). If the chosen methods and channels have any impact on the price, production time frames or delivery, detail what kind of effect it is. Ways your products will be packaged for shipping are also important. You should worry about that the packaging meet all regulatory requirements (such as labelling). Calculate what minimum inventory levels must be maintained to ensure that there is no loss of sales due to problems such as late shipments and back orders.
2) The transaction process between your business and your customers.
Here you need to detail what system for processing orders, shipping, and billing will be used, supposed methods of payment and so on. You can also mention the list of warranties, other service guarantees, and return policy. Offered discounts for early payment or impose penalties for late payment, after-sale support and its charge (if anything) for it, credit terms that customers will be offered, and a system for customer feedback should also be included in this section of your marketing plan.
3) Sales strategy.
If your business offer products or services which require after-sales services, providing a guarantee or personal training you should assess their importance and offers solutions. Specify what types of salespeople will be involved (commissioned salespeople, product demonstrators, telephone solicitors, etc.). Describe what you expect of these salespeople, how sales effectiveness will be measured, and what incentives will be offered to encourage their achievements.
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