Abstract
Once a company is involved in selling operations overseas it has to tackle the accompanying management issues regardless of the method of distribution that it has chosen. As is the case with most modern forms of organisation, once a decision is taken it is both difficult and costly to go back and the exporting firm must deal effectively with the realities arising from its decisions about overseas operations.
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References
D. Shipley, ‘Selection and Motivation of Distribution Intermediaries’, Industrial Marketing Management, vol. 13 (1984).
Kaynack, ‘Export Behaviour of Small Manufacturer’.
PE Consultancy Group report, Languages and Export Performance (1974).
BOTB Report 1979.
See, for example, W. Keegan, International Marketing (Prentice-Hall, 1983).
BOTB Report 1979.
Copyright information
© 1987 Alan West
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West, A. (1987). Selling Overseas II: The Export Manager’s Role. In: Modern Sales Management. Palgrave, London. https://doi.org/10.1007/978-1-349-18570-2_13
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DOI: https://doi.org/10.1007/978-1-349-18570-2_13
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