Need to do both for implementation as well as marketing.

If you're selling to a RESELLER (which could be a retail store for a consumer product, or an industrial distributor for an industrial product), you'll need to present your MARKETING PLAN. The marketing plan describes how you will help the reseller sell your product. You can also use FABs to present your marketing plan! The features in a marketing plan will depend on the product, selling company, buying company and situation, but could include the following:

training and selling aids for sales reps

samples for the reseller to show their customers

brochures, store displays, pictures, videos, posters

in-store demonstrations (think food samples in a Safeway, or beer tasting in the BC Liquor Store)

joint sales calls that you would do with an industrial distributor

advertising, coupons, joint promotion campaigns

If you're selling to an END-USER (including a producer that might incorporate your product into a finished good), then you'll present an IMPLEMENTATION PLAN instead, which describes how you will help your customer implement and use your product. The features of an implementation could include the following:

delivery and installation

training for users

service and technical support

warranty program

product returns and exchanges

Create three IMPLEMENTATION Plan FABs, and post them in the Discussion forum. Put yourself into the role of a Canon Sales Representative again. Imagine you are selling the same Canon imageCLASS printer to a small business in Vancouver. This small business will use the printer in their day-to-day operation. Create three FAB statements to reinforce the benefits of the possible features (for ideas use the features listed above). You can be a creative here, but make them realistic and reasonable.

Create three MARKETING Plan FABs, and post them in the Discussion Forum. Now imagine that you are selling the printer to Staples. Staples is now a reseller of your product. They will purchase from Canon, add a mark-up for profit, and sell to consumers and small businesses. Your job as a sales representative is to convince the Purchasing Manager of Staples to buy 100 printers and put 10 in each store in the Lower Mainland.