Choosing an export agent
COLIN MCMILLAN
(Director, East European Department, Overseas Marketing Corporation)
SIDNEY PAULDEN
(Editorial Director, Envoy Journals Limited)
200
Abstract
OVER half the world's trade is done through agents. Unless a company is an international giant, the development of an export agency network is probably the only effective way of selling overseas in any quantity. However, before setting out to appoint agents, the exporter or would‐be exporter must define his own requirements exactly. Mountains of frustrations are created through a lack of knowledge of markets, type of agent required and the ability of the company to service an agent if he is appointed.
Citation
MCMILLAN, C. and PAULDEN, S. (1968), "Choosing an export agent", Management Decision, Vol. 2 No. 4, pp. 241-243. https://doi.org/10.1108/eb000871
Publisher
:MCB UP Ltd
Copyright © 1968, MCB UP Limited