ONLINE CERTIFICATE IN EXPORT MANAGEMENT 2012

COURSE 2. LOCATING YOUR EXPORT SALES REPRESENTATIVES

DEFINITION, CHARACTERISTICS AND SERVICES
PROVIDED BY A COMMISSIONED EXPORT SALES AGENT

Commissioned Export Sales Agents are usually independent firms or entrepreneurs with expertise in a product line, export market and/or geographical area. They earn their income from commissions on sales that they initiate and finalize between U. S. sellers and foreign buyers. Commissioned Export Sales Agents are usually smaller than Export Management Companies (EMCs) or Full Stocking Distributors. To be effective, they must have an established network of potential overseas customers. Commissioned Export Sales Agents can be based in your domestic market, inside your overseas markets, or in third-party countries. SUMMARY OF SERVICES TO EXPORTER Services provided by Commissioned Export Sales Agent: Services NOT provided by a Commissioned Export Sales Agent: Possesses comprehensive knowledge of the product and local marketplace. Does not pay exporter directly for orders placed and delivered. Appoints representatives in export market (upon request of exporter only) Does not take physical possession or title to goods being shipped. Advertises and promotes exporter's products (on request of exporter only) Does not arrange for transportation of goods to the export market. Requests prices and orders for buyers in local market. Does not deliver goods to buyers in the foreign market. Does not maintain an inventory. Does not pay promotional costs. Does not provide customer credit. Does not offer repair service.

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