The relationship with your agent or distributor can make the difference to the growth and profit of your export business. This relationship is not just about interpersonal roles, it is also about understanding how your business affects their business, and theirs yours. Effective management and motivation of your agent or distributor demands attention to detail; this book will introduce the principles of selecting, motivating and managing agents and distributors, and how to orient these partners in everyday business development, including: The roles of agents and distributors, how to profile the ideal partner, to appoint them, and how to maximise their profitability and growth through effective management and motivation; Understanding pitfalls and practical key skills needed to ensure continued success and growth; Developing frameworks for profiling, reporting and performing that can be applied and implemented within your own business; Looking towards business continuity and how...

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