Foreign Retailer

• A company may sell directly to a foreign retailer.
  • These transactions often involve consumer products.
  • Effective in countries that have large retail chains.

• Sales to foreign retailers can be achieved through:
  • Traveling sales representatives contact foreign retailers.
  • Direct mailing of catalogs, brochures, or other literature.
    • Which has the advantages of:
      • Eliminating commissions
      • Reducing travel expenses
      • Reaching a broader audience
    • But should be supported with other marketing activities.

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© 2004 John Michael Pierobon

Notes