December 2012
Intermediate to advanced
561 pages
22h 33m
English
Content preview from Logistics Management ,3rd Edition by Pearson
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192 • Logistics Management
Manufacturer’s Agent
These intermediaries are appointed on a contractual basis for selling industrial goods. They repre-
sent the manufacturer in creating awareness, technical discussion, commercial negotiation and liai-
son with clients. Manufacturing agents are usually ex-employees with a technical background and
know the technical intricacies of the product. They are compensated on a case-to-case basis. These
agents do not have any organization for marketing and are mostly involved in pre-sales activities
and clinching sales deals.
Broker
The role of the broker is to facilitate a sales/purchase deal. Brokers do not permanently ...
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