Part 1: Getting Ready for Negotiations
Phase 1: Preparing the negotiation
Broker
Distributor
Does not buy the products Acquire the products
Little structure Developed structure
Does not take risks Takes risks
Sales commission Commercial margin
Greater product control Less product control
Slight after sales service Offers after sales services
Does not decide on marketing Participates in marketing
Short term relationships Long term relationships
Export Platforms | Module 6: Making the Sale
20/11/2019
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