haku: @indexterm SALES / yhteensä: 476
viite: 352 / 476
| Tekijä: | Keitt, J. K. Jr. |
| Otsikko: | Pitfalls and promises of foreign distributors |
| Lehti: | Management Review
1990 : MAY, VOL. 79:5, p. 16-19 |
| Asiasana: | INTERNATIONAL BUSINESS SALES DISTRIBUTION CHANNELS INTERNATIONAL TRADE SERVICE MARKETS |
| Kieli: | eng |
| Tiivistelmä: | American companies must penetrate international sales and service markets to keep pace with rivals. To do that, many American companies have turned to foreign agents or distributors. But this approach draws mixed reviews. Distributorship may deliver early market penetration and seem to be a lower cost alternative, but they also pose significant risks for the unwary. The nine most common traps and misunderstandings are listed, and offers are presented how to avoid them. If they can be avoided, the use of agents, distributors and sales representatives can be useful and effective for establishing a presence in foreign markets. |
SCIMA