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International Sales and the Middleman
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What a cracking book! There is very little authoritative material available to help with this topic. Our sales training course, 'Selling through Partners' seems to stand-alone. From time to time I have looked for books on the subject and failed to find anything I felt relevant. Recently, a course participant recommended this book to me. It was first published in 1990 and most recently refreshed in 2004. Somehow, I missed it. I have just got around to reading it and I am most impressed. Having set up channels for Sun Microsystems and SGi, I consider myself a subject expert. This is the first really useful book on the subject that I have come across. It is a slim volume of 165 pages. John Griffin has written a direct, no nonsense, and insightful guide. If you have a need to set up an international network of distributors or resellers, this book is well worth the hour or two it takes to read. It will save you from the pitfalls and help you succeed. Not only is it informative, John injects an element of humour and relates many experiential stories. This book is easy to read. I found myself reaching for my highlighter and jotting notes in the margins within a few pages. Although John's is a regional Managing Director of an American healthcare corporation, he demonstrates great understanding and insight into the trials and tribulations of running a distributor or operating as a middleman. He writes from the first hand perspective and it is obvious that his observations, advice, and recommendations are draw from extensive personal experience of working with overseas distributors. If you sell through intermediaries, internationally or locally, get this book and study it. Even the seasoned indirect sales people among you will learn some new stuff. I did. International Sales and the Middleman
ISBN 1-85252-168-6 |
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