Sales Network Management

Objectives

The main objective of this Learning Unit is to understand the process of evaluating, recruiting and managing sales representatives.

Learning Unit Summary

In this unit 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.

 

Course Contents

    • Introduction
    • Representation Contracts
    • Search Methods
    • Control Representatives Work

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