ABSTRACT
Chapter 5 briefly explored the possibility of becoming an agent or distributor of a foreign company in your home market. This chapter explores in much greater depth, the process of setting up international agent and/or distributor networks. Included are the following topics:
Why and when to use international distributors and agents
Advantages and disadvantages
The selection process
The elements of the legal agreement
Maintaining and motivating distributors and agents
Evaluating performance
Terminating distributors and agents
