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  E-mail Message: I thought you might be interested in this item at http://www.worldcat.org/oclc/33078390 Title: How to develop and manage successful distributor channels in world markets Author: William C Fath Publisher: New York : AMACOM, ©1995. ISBN/ISSN: 0814403069 9780814403068 OCLC:33078390

  
  

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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
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 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.  Read more...
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Subjects	Export marketing. Distributors (Commerce) Marketing channels.
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