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How to develop and manage successful distributor channels in world markets

Author: William C Fath
Publisher: New York : AMACOM, ©1995.
Edition/Format:   Print book : EnglishView all editions and formats
Database:WorldCat
Summary:
"How To Develop and Manage Successful Distributor Channels in World Markets shows business owners and those in the import/export field how to expand their sales channels internationally - through independent distributors. This all-in-one handbook explains how to manage every aspect of the distributor relationship, including payment, pricing, discounts, legal ramifications - and more!" "Sales through distributors  Read more...
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Details

Document Type: Book
All Authors / Contributors: William C Fath
ISBN: 0814403069 9780814403068
OCLC Number: 33078390
Notes: Includes index.
Description: 211 pages ; 26 cm
Contents: 1. Identifying Your World Markets --
2. Developing Market Strategies --
3. Evaluating Channel Profitability --
4. Legal Considerations in Distributor Relations --
5. Ten Steps for Selecting the Right Distributor --
6. Implementing Distributor Pull-Through Programs --
7. Developing Distributor Loyalty and Your Fair Share of the Distributor's Sales Efforts --
8. Distributor Advisory Councils --
Appendix A: Laws Affecting Distributor Relations --
Appendix B: List of Formulas --
Appendix C: Blank Forms.
Responsibility: William C. Fath.

Abstract:

"How To Develop and Manage Successful Distributor Channels in World Markets shows business owners and those in the import/export field how to expand their sales channels internationally - through independent distributors. This all-in-one handbook explains how to manage every aspect of the distributor relationship, including payment, pricing, discounts, legal ramifications - and more!" "Sales through distributors represents a sizeable 35% of the world's commerce. And How to Develop and Manage Successful Distributor Channels in World Markets helps you get a slice of this rapidly expanding pie. Using the author's pragmatic, proven approach, you'll be able to integrate sales and market planning, organizational planning, profit planning, performance evaluation, and important legal considerations - while making the most of your distributor network." "How to Develop and Manage Successful Distributor Channels in World Markets presents an overview of each topic and includes working examples, plans, charts, and other business tools required for developing a working partnership. It will put you in touch with exactly the right distributor - one who "knows the market, its buying habits, and is an integral part of the local culture." The right distributor will also know local law and finance, political and economic considerations, and the customers to whom you desire to sell, assures Fath."--Jacket.

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Linked Data


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   schema:reviewBody ""How To Develop and Manage Successful Distributor Channels in World Markets shows business owners and those in the import/export field how to expand their sales channels internationally - through independent distributors. This all-in-one handbook explains how to manage every aspect of the distributor relationship, including payment, pricing, discounts, legal ramifications - and more!" "Sales through distributors represents a sizeable 35% of the world's commerce. And How to Develop and Manage Successful Distributor Channels in World Markets helps you get a slice of this rapidly expanding pie. Using the author's pragmatic, proven approach, you'll be able to integrate sales and market planning, organizational planning, profit planning, performance evaluation, and important legal considerations - while making the most of your distributor network." "How to Develop and Manage Successful Distributor Channels in World Markets presents an overview of each topic and includes working examples, plans, charts, and other business tools required for developing a working partnership. It will put you in touch with exactly the right distributor - one who "knows the market, its buying habits, and is an integral part of the local culture." The right distributor will also know local law and finance, political and economic considerations, and the customers to whom you desire to sell, assures Fath."--Jacket." ;
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