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Part 3 |
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"An Important question 'export research' can seek are - how to distribute your product in the foreign market?"
The types of
1. What are the distributions 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? Their reputation, efficiency, and financial strength? |
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5. What are the best way to export to that
particular foreign market (through agent or distributor. Recommended further reading : How to develop your Export Market?
6. Does the foreign country specify the type of distribution allowed?
7. Are exclusive agency
or distributorship desirable?
8.
How good are the sales force of the agent or distributor?
9. Do
You need to appoint your own sales managers to
monitor the performance of sales agents or distributors
abroad? 10. Are the foreign market dominate by a middleman or manufacturer? 11. Are the agents or distributors able and willing to provide services? Recommended further reading : Buyers Obligations
12. How difficult will it be to get reputable agents or
distributors to handle the product in the foreign country?
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