Arkansas Small Business and Technology Development Center

University of Arkansas at Little Rock - College of Business
Donald W. Reynolds Center for Business and Economic Development
2801 S. University / Little Rock, Arkansas 72204
Phone: (501) 683-7700   Fax: (501) 683-7720

Sales and Distribution

Definition: The sales and distribution step is that period when the product is receiving some degree of market reception by distributors and buyers.

Objective: The objective of the sales and distribution step is to gain market share and increase profitability.

Product: The product of this step is a final confirmation or modification of one or more elements in the marketing approach.

Marketing Activities: The marketing activities common to this step are those necessary to expand product sales and assess product's market performance.

During the sales and distribution step, the following activities must be completed:

Marketing Information: Implementation of the sales and distribution step usually will result in a knowledge of the product's competitive position in the market, the demographics of the product, key customers for the product, perceived benefits of the product, communication mechanism for promoting the product, and the most effective and efficient sales channels.

Assessment:

Have you established product distribution and sales?

Have you identified areas for market expansion?

Have you assessed customer satisfaction?

Have you assessed distributor satisfaction?

Have you refined product features?

 

Return to The Goldsmith Commercialization Model

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The Arkansas Small Business and Technology Development Center is funded in part through a cooperative agreement with the U.S. Small Business Administration through a partnership with the University of Arkansas at Little Rock College of Business and other institutions of higher education. All opinions, conclusions or recommendations expressed are those of the author(s) and do not necessarily reflect the views of the SBA. It is the goal of UALR to eliminate discriminatory harassment and to promote equal opportunity regardless of race, gender, color, national origin, sexual orientation, age, religion, veteran's status, or disability.