Business & Economics Books:

Building Business with Agents and Distributors

A Practical and Profitable Approach to Selection, Management and Motivation


Paperback / softback

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Building Business with Agents and Distributors by Gary Jennings
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Do You Need to Find, Select, Manage, Motivate (or Even Fire) Your Agents or Distributors More Effectively, More Efficiently and More Profitably? You should really take a look at this... Building Business with Agents and Distributors is full of practical, current and realistic experience. Get the most out of working with your agents and distributors, overcome every day challenges and make them a dynamic resource of your business, not a drain on your time and focus. With hundreds of copies sold throughout the world, this Amazon Best Seller takes you from selecting your Agents and Distributors, through to unique models for managing, motivating and developing them. What does it cover? The roles of agents and distributors How to profile them, appoint them, and maximise your profitability How to grow through effective management and motivation of your Agents and Distributors Understanding the pitfalls and practical key skills needed to ensure continued success Unique frameworks for profiling, reporting and performing that can be adapted and implemented in your own business The "mechanics" of working with an agent or distributor Managing potential conflicts with internet sales Terminating agreements with unproductive or inherited Agents and Distributors Business continuity Trading issues and much much more... This is invaluable if you: Are starting to work with Agents or Distributors Are experienced but want to review your approach Need to understand how to motivate them effectively Need to develop tools to measure the performance of your Agent or Distributor Are in a position where you need to make a change and fire them Are selling internationally and want to do it as proficiently and profitably as possible So why is all this so important? The relationship with your agent or distributor makes THE difference to the growth and profit of your export business. This relationship is not just about interpersonal roles, its also understanding how your business affects their business, and theirs yours. Effective management and motivation of the agent or distributor demands attention to detail; this book introduces the principles of selecting, motivating and managing agents and distributors, and how to orient these partners in everyday business development. If you are responsible for the appointment and management of agents and distributors, new to international trade or are more experienced want to review your approach to management of your agents and distributors, this is for you. It's not a book developed from theory or textbook; all elements come from the experience of working with agents and distributors within the international arena. About the Author Gary Jennings has worked in the international arena for the majority of his professional life. He has a reputation for creativity and an intuitive understanding of what needs to be done to be successful. He specializes in helping companies to grow internationally through coaching, mentoring, training and...rolling his sleeves up and getting stuck in so his clients become true global players ! Having sold $1,000,000's through effectively selecting, managing and motivating Agents and Distributors, he has earned the title of 'The Export Expert' with his clients and peers and takes a practical perspective "What I say is what I do every day in my own business, therefore I know it works. I don't just tell people what I used to do." His knowledge and real life experience gained from working with agents and distributors globally, and his unique, inclusive approach, has led him to be recognised and respected as the key resource in all aspects of building international sales with agents and distrib
Release date NZ
May 31st, 2008
Country of Publication
United Kingdom
4 diagrams, 3 flow charts, 2 charts, 1 graph
GJ International Ltd
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