CREATING A SALES PRESENCE IN THE GLOBAL MARKETPLACE

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CREATING A SALES PRESENCE IN THE GLOBAL MARKETPLACE Powered By Docstoc
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Description: Companies operating only in their home market or in a limited number of global markets understandably worry about entering a foreign market. For starters, a company planning to enter a foreign market can create an eight-step plan that includes the following: 1. properly setting expectations, 2. developing a bank of resources, 3. studying local market norms, 4. hiring a country manager, 5. selecting a manufacturers' representative, 6. negotiating a representative agreement, 7. preparing for fraud and scandal, and 8. incorporating lessons from competitors. When a company begins to plan its move into a foreign market, it can draw resources from several quarters. While you interview reps, consider including both the partners you select and those you reject in your long-term network. Fraud and scandal are real possibilities in foreign markets. It is important to develop a perspective about fraud and scandal before opening the foreign operation.
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