This document discusses the importance of external relations for a sales department. It identifies the key external stakeholders as final buyers, industry peers, government entities, educational institutions, and the press. Maintaining healthy relationships with these stakeholders is important as they can impact how the business functions in the market, even if they are not directly involved. The document also discusses the importance of designing an effective distributive network and outlines eight steps to do so, such as finding out customer wants, deciding appropriate outlets, reviewing costs and assumptions, and preparing implementation.