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  3. The practical business of finding highly productive agents and joint venture

The practical business of finding highly productive agents and joint venture

游客2023-12-22  44
问题     The practical business of finding highly productive agents and joint ventures in the foreign market for many still remains an enigma. Often, US companies are relying on luck instead of strategy in identifying their international representation.
    Many companies get into exporting almost by happenstance: Most export sales are simply a spin-off from domestic contracts. Simply, most agent and distributor relationships are born from random inquiries or chance meetings at trade shows. When asked how they obtained their international representation, many companies have no recollection whatsoever of how or why the relationship began. Strange as it may seem, the same is true of joint venture relationships.
    With the growing use of the internet, one could be fooled into thinking the odds of success in finding that elusive, top-performing trade partner will be increased. The key is to remember at all times that promotional materials are not stand-alone, clean "information". The Internet can be used to provide indicators of activity and reach; however, these benefits in no way eliminate the more conventional, strategic wisdom that highly successful sales organizations, in one way or another, employ.
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答案     对于如何在国外市场寻找具有良好合作前景的代理商或是合资伙伴，许多公司心中也是一片茫然。美国公司在寻找国际代理时，往往依赖运气，而没有自己的战略措施。
    许多公司开展出口业务几乎纯属偶然：大部分出口销售业务只是从国内业务中剥离出去的一小部分。很简单，大多数公司与代理商和分销商的关系也来源于随机的查询或是贸易展会上的偶遇。当被问及如何获得国际代理时，许多公司竟然回忆不出其代理关系的来龙去脉。这似乎有些奇怪，可实际情况是，就连某些合资伙伴关系的建立也是如此。
    随着国际互联网的不断普及，人们可能会产生错觉，误以为寻找那些难以寻觅的最佳贸易伙伴的几率将会增加。可关键的一点是，人们必须随时记住，那些公司的宣传资料不可能是只为你寻找合作伙伴而准备的专项“信息”。国际互联网可以提供一些有关公司经营范围及联系方式的线索，但互联网带来的这些好处都无法代替人们的传统智慧和战略思维，一些在国际销售方面业绩非凡的企业就是以此走向成功的。
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