The marketing team will be charged with producing four-color informative brochures for distribution as well as a coordinated advertising campaign directed towards the targeted doctors and hospitals. This campaign could include sponsored luncheons for the doctors and the decision-making staff of the targeted hospitals. Establishing relationships with these individuals will be considered the sales executive's job. Since the Distribution of the product will be handled through direct sales, and wholesalers. The wholesalers will be healthcare dealers and stocking distributors. These firms specialize in the identification of a viable market and already have sales teams in place to promote products such as our low-cost implant alternative. Although our profit on each device will not be as high as the direct sales, the selling cycle and a penetration of a marketplace that is difficult to enter are the endearing qualities exhibited by wholesalers. Our profit margin per device will be much lower, but the quantity sold would likely be much higher....

Access to these wholesalers is a relatively easy maneuver since many of these firms consider product diversification as a high priority and are constantly on the lookout for products to add to their current line(s). Many of these wholesalers are international in scope and would also bring that advantage to our firm.
It would be unlikely that we would address international sales through a direct sales force during the first three years of business, relying instead on the wholesalers to address that marketplace.

References

Comaford-Lynch, C. (2007) Think like a financier, Business Week Online, p. 18, accessed at http://web.ebscohost.com/ehost/detail?vid=5&hid=13&sid=67d55975-ab0d-4db8-a874-529826712198%40sessionmgr4&bdata=JkF1dGhUeXBlPXVpZCxjb29raWUsaXAsdXJsJmxvZ2lucGFnZT1Mb2dpbi5hc3Amc2l0ZT1laG9zdC1saXZlJnNjb3BlPXNpdGU%3d#db=a9h&AN=26053475, on March 28, 2010

Farquharson, B. (2008) As you read this, I'm already dead, Graphic Arts Monthly, Vol. 80, Issue 9, p. 53