Sales & Distribution Policy

I've been asked to formulate certain sales and distribution policies for my company in consultation with the Sales Head of the company, who has proven to be quite ineffective. Can anyone please help me with some policies for sales and distribution that they may have?

You need to create a policy document which covers the following - role of each player in the value chain, product rate card, commission structure, incentives, returns and refunds. For Agreements with distributors - cover territory, exclusivity if any, validity of agreement, termination clauses and arbitration clause. A simple document which covers your intent and all points which have FAQs around them will suffice.

Hi,
I think sales strategy is a small part of business strategy.
You can prepare a go to market strategy which should prove to be a blue print for success in business.