When to Use Sales Representatives

• Representation in a foreign country is like marriage.
  • Easy to get into but often difficult and expensive to terminate.

• Sell directly to retailers or to end users until you find the right sales representative.
  • This may require much more effort, but:
    • You do not run the risk of selecting the wrong sales representative.
    • In the meantime, you gain experience in the foreign marketplace.

• Use a sales representative if you:
  • Do not need to maintain inventory in the foreign country.
  • Want to maintain control of the sales of your products overseas.
    • Sales representatives must sell your product under your terms and conditions.
  • Benefit from your corporate identity and branding.

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© 2004 John Michael Pierobon

Notes