Monitor and Exercise Control Over International Distributor Sales
When exporting a product, it is a smart practice to ask a distributor what they anticipate selling in the first year. Then, request that their first order be 20% of that anticipated volume, prepaid, which allows them the opportunity to have exclusivity. You should expect the balance of projected sales to be ordered during the rest of the year (preferably in quarterly periods), with each … [ Read more ]
Author: Laurel Delaney | Source: “10 Deadly Sins To Global Sales Failure” | Original Publication: MarketingProfs | Subjects: International, Marketing / Sales