Articles
by Glen Balzer
- Getting the Most out of Your Distribution Agreements
- Managing Supplier Relationships: The Difference between Strategic and Tactical Relationships
- Avoiding the Top 10 Mistakes with Distributor Agreements
- Balance is Beautiful: A Balanced Distribution Agreement Pays Dividends
- Balance or Bias – Seeking Equilibrium in Representative Agreements
- Creating a Sales Presence in the Global Marketplace
- Cross-Territory Sales Bring Split Commissions: Splitting Commissions Across Multiple Territories
- Direct v. Manufacturers’ Representative: How Best to Organize a Sales Team
- Distributors Must Manage Supplier Relations
- Launching a Sales Presence in a Foreign Market
- Proven Techniques Improve Supplier Relationships
- Six Rules for Negotiating a Better Distribution Agreement
- Traits of Successful Representative Agreements
- Tips for Improving Supplier Relationships