ABSTRACT
Overseas selling is generally the easiest way to begin developing an international market and in most cases should be resorted to as an initial step, even if the ultimate objective is to produce the product in a foreign country. The usual preliminary information regarding size of market, prices, competition, technical service requirements, and sales promotion techniques is necessary. Warren Keegan enumerates several possible strategies that can be used to adapt a product to the differing conditions of foreign markets. The development of the marketing channel by which to enter the foreign market is a key factor determining the success of the international operation. The direct method involves the selection and appointment of distributors and agents in the operational area. The newcomer to the field may find some unexpected difficulty arising in his or her search for a suitable agent.
