INDEX 

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CHAPTER 1:   BENEFITS OF THE  REPRESENTATIONS

Difference with other globalization models  business.

Benefits for the Representative

Benefits for the parent company or the represented party

Negotiation barriers

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EPISODE 2: TYPES OF REPRESENTATIONS.

Short and Long Term Representations.

Local and Foreign Representation

Types of Representations

Economic Compensation for the Representative

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CHAPTER 3:   STEPS TO START A REPRESENTATION.                                                                                                  

Select the Products, Services or Brands to Present.

Establish a Value Proposition in the Representation.

I evaluated the Headquarters.

Vision of the Headquarters

Strategic Agreements for the Development of Representation.

Preparation of a valuation matrix.

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CHAPTER 4:MARKET ANALYSIS FOR SUCCESSFUL REPRESENTATION

Management Information System. “There are no more business secrets”

Size of the market.

Market Share by Company.

Participation of Suppliers and Country of Origin in the Market.

Market Characteristics

Cost Analysis and Pricing in Representations.

Distribution channels

 

CHAPTER 5:PLANNING AND SALES FOR EFFECTIVE REPRESENTATION

 Plan to Set the Course

 Diagnostic analysis of internal factors (Weaknesses and strengths)  and external factors (opportunities and threats)

Define the Objectives

The Representative and the Competition.

Commercial Management of the Representation