Chapter 3

Exporting: Sales Documentation

The single most important document in the export sale is the sales agreement. Repeat: The single most important document in the export sale is the sales agreement! Most of the problems that occur in exporting can be eliminated or greatly reduced by using a suitable sales agreement. Generally, different types of sales agreements are used for isolated sales transactions and for ongoing sales transactions. I will discuss these as well as look at the important provisions in international sales agreements, distribution agreements, and sales agent agreements.

A. Isolated Sales Transactions

For the purposes of discussion in this chapter, isolated sales transactions are defined as situations where, for example, ...

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