International Sales by Michael Ruge
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Table of Contents
Chapter 1 - Ready for Export
1.1 Mental readiness
1.2 Company readiness
1.3 Logistics
1.4 The value you offer to export
1.5 Where to get market information
Chapter 2 - Where should I export to
2.1 Define your market
2.2 High Potential, Easy access
2.3 Measuring accessibility
2.4 Measuring potential
Chapter 3 - Agent, distributor or direct sales
3.1 What is what
3.2 Which one should I choose?
3.3 Where do I find a dealer
Chapter 4 - Business cultures
4.1 Assessment of business cultures
4.2 Sweden
4.3 Germany
4.4 Britain and Commonwealth Countries
4.4.1 Australia
4.4.2 New Zealand
4.4.2 Canada
4.5 Poland
4.6 France
4.7 Italy
4.8 Spain
4.9 USA
4.10 Japan
4.11 China
4.12 South East Asia
4.13 Middle East
4.14 Latin America
4.15 Russia
4.16 …. And the Danes
Chapter 5 - The Distributor contract
5.1 The scope of the contract
5.1.1 Exclusivity
5.1.2 Distribution of responsibilities
5.1.3 Prices and Margins
5.1.4 Products
5.2 Termination
5.2.1 Take over of the Pipeline
5.2.2 Re-purchase of stock
5.2.3 Documents and non-competition
5.2.4 Specific termination clauses
5.3 Check list for the Contract
Chapter 6 - How to measure the dealer performance
6.1 Sales v Potential
6.2 Non-Result measurements
6.3 Benchmarking
6.4 Growing the distributor platform
6.5 Define the “ideal” distributor
Chapter 7 -Distributor management
7.1 The role of the export manager
7.2 Surveys
7.3 Dealer plans
7.4 Milestone meetings
Chapter 8 - Managing the export sales department
8.1 Distributor plans and milestones
8.2 Sales meetings
8.3 Management by Objectives