Textbook of Pharmaceutical Med EPZ

Griffin, John P.

New Age International Publisher

Most products pass through middlemen, and selling to and through them can be as important as consumer selling. This book focuses on international sales and export development and the techniques needed to create and manage distributor networks. It is aimed at those involved in building an international business, or those who need to overcome problems in the export field.

International Sales and the Middleman: Managing Your Agents and Distributors

Business & Money

International

Mercury Books

This volume is about managing dealers, distributors and agents in overseas markets, a useful guide for anyone doing business overseas. The book gives detailed practical advice on how to go about finding, appointing and managing local agents. It includes advice on local customs and preferences in key markets, and shows readers what pitfalls to expect in negotiating these crucial appointments. It includes sections on training, motivating and managing the agents, and shows readers how to establish a successful network to build the business overseas.

International Sales and the Middleman

Management Books 2000 Ltd

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Books by Griffin, John P.