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Exporting: The Definitive Guide to Selling Abroad Profitably, Second Edition by Laurel J. Delaney

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© Laurel J. Delaney  2016

Laurel J. Delaney, Exporting, 10.1007/978-1-4842-2193-8_17

17. Methods of Exporting

Direct, Indirect, and Collaborative Sales Channels

Laurel J. Delaney

(1)Ste LL, Chicago, Illinois, USA

[Be] prepared to change your strategy or combine several options as your business needs evolve. By opening your mind to the full range of possibilities, you broaden perceived opportunities, sharpen your strategic decisions, and enhance global performance.

—Pankaj Ghemawat, Anselmo Rubiralta Professor of Global Strategy at IESE Business School in Barcelona, Spain i

There are several factors to consider when determining whether a direct, indirect, or collaborative sales strategy is best for you—the most important are the extent of your resources, ...

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