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Negotiating with an export agent: How to create a sustainable relationship? - Couverture souple

Kurm, Kairi

 
9783838364629: Negotiating with an export agent: How to create a sustainable relationship?
Couverture souple
ISBN 10 : 3838364627 ISBN 13 : 9783838364629
Editeur : LAP LAMBERT Academic Publishing, 2010

Synopsis

How to create a sustainable relationship with an export agent, when in fact the interests of two parties are so different from each other? There is always some sort of a conflict of interests between manufacturers and their agents. For the agent it seems the products are too expensive and hence difficult to sell, whereas the producer feels the agent makes too much profit on the sale of their products. An agent faces a double risk when it enters a relationship with a supplier. If sales fail to materialize in spite of big efforts, the agent might be dropped for non-performance. On the other hand, if sales materialize, again the agent risks being dropped as the supplier gains control of the agent's market. The following book will cover the whole process of negotiation from determining what both parties can expect from each other until signing a contract. Psychological and cultural aspects are also discussed. The following work will help managers, sales directors and lawyers conclude agency deals. It is especially useful for companies that can not afford hiring new people for market expansion or are looking for new ways to increase sales.

Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.

Présentation de l'éditeur

How to create a sustainable relationship with an export agent, when in fact the interests of two parties are so different from each other? There is always some sort of a conflict of interests between manufacturers and their agents. For the agent it seems the products are too expensive and hence difficult to sell, whereas the producer feels the agent makes too much profit on the sale of their products. An agent faces a double risk when it enters a relationship with a supplier. If sales fail to materialize in spite of big efforts, the agent might be dropped for non-performance. On the other hand, if sales materialize, again the agent risks being dropped as the supplier gains control of the agent's market. The following book will cover the whole process of negotiation from determining what both parties can expect from each other until signing a contract. Psychological and cultural aspects are also discussed. The following work will help managers, sales directors and lawyers conclude agency deals. It is especially useful for companies that can not afford hiring new people for market expansion or are looking for new ways to increase sales.

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Éditeur
LAP LAMBERT Academic Publishing
Date d'édition
2010
Langue
anglais
ISBN 10 
3838364627
ISBN 13 
9783838364629
Reliure
Broché
Nombre de pages
68
Coordonnées du fabricant
non disponible
Personne responsable
KreGa Onlinehandel GmbH
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