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Course Contents:
International distribution
- Introduction to international distribution policy.
- Indirect Exports.
- Consultancy.
- Associated exports. Consortia.
- Trading companies.
- Distribution and e-business.
Direct Exports.
- Importers.
- Representatives.
- Company personnel.
- Foreign subsidiaries: sales / production.
- Internationalization: licenses and franchises.
- Other distribution channels.
Sales network management.
- Representation contracts.
- Search methods.
- Control representatives Work.
- International sales: purchasing departments, delegated agents.
Objectives. In this unit you will learn:
- The importance planning an appropriate international distribution
strategy when entering new export markets, examine the
distribution options available to the exporter, outline the criteria to be used
when selecting a distribution option and analyze strategies which can be
implemented for consumer and/or industrial products.
- The channel options that may be used when
entering new export markets. We are going to examine the direct and indirect
export channels open to the exporter, analyze the functions of importers and
representatives, discuss the use of company personnel and sales or production
subsidiaries as well as explore franchising, licensing and other channels.
- The process of evaluating, recruiting and managing international sales
representatives and the mechanism involved in selling into department stores and
hypermarkets.
Summary.
International Distribution: direct and indirect export channels, Sales / Production subsidiary. Internationalization: Licenses and Franchises. Sales Network Management.
In general, it would be ideal for an exporter to be
able to sell direct to his final client with no need for intermediaries. In this
way the exporter: reduces cost of sales, increasing the product's
competitiveness; is in direct contact with the market, obtaining a continuous
feedback of information; he can control the company's
marketing policy directly. However, the truth is that
this is not always possible (due to the costs involved or market idiosyncrasies)
and in these cases the company should seek an intermediary.
We will analyze the most appropriate profile
of a foreign trade representative or agent, how to find him, how to apply
control mechanisms, etc. What we must keep in mind is that the representative or
agent is only useful when he starts to sell. Finding the agent isn't the end in
itself, rather obtaining orders through him.
We will learn about selling into
hypermarkets and department stores. You will outline the organization of a
purchasing department. You will learn how to best approach department stores.
You will examine the role of purchasing agents. You will analyze an interview
with a purchasing manager.
Finally, we will analyze how e-business can influence international
distribution. We believe that companies nowadays should look at digital
distribution strategies. We see a business environment changing from
consolidated multinational companies with established distribution channels
selling "atoms" to pure Internet start-ups which only sell "bits". When we think
about "bits" products we automatically think about digital distribution over the
net, a global, flexible, instantaneous distribution which in many cases will not
be controlled by national customs controls. What's more,
implementing digital distribution strategies can create tensions in our
traditional distribution network if we cannot create synergies.
Available Languages:   
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Summary in: 
International Distribution, Exports, Importers, Representatives, Foreign Subsidiaries, direct, indirect, export channels, Sales, Production subsidiary, Internationalization, Licenses, Franchises, Sales, Network Management, Master, International Business, Customs, Logistics, import, export, exporter
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