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Secrets of International Trading © copyright Analysis of Export Distribution Research "An Important question 'export research' can answer is - how to distribute your product in the foreign market?" The more information obtained, the better will be, to formulate your export distribution strategy. The types of questions to be asked: 1. What is the distribution structure channels of distribution (wholesalers, retailers, etc.) in the foreign market? 2. What are the mark-ups normally required by the various middlemen? 3. What kinds of promotional assistance will they provide for the product?
4. Who are the principal importers?
5. What is the best way to export to that foreign market
6. Does the foreign country specify the type of distribution allowed?
7. Is an exclusive agency or distributorship desirable? |
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How good is the sales force of the agent or distributor?
9. Do we need to appoint our own sales managers to
10. Is the foreign market dominate by a middleman or
11. Is the agent or distributor able and willing to provide
12. How difficult will it be to get reputable agents or
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