Direct exporting

• Businesses sell directly into the market it has chosen using in the first instance with their own resources.
• Once businesses have established a sales programme, they turn to agents or distributors to represent them further in that market
• Agents and distributors work closely with the businesses in representing the business' interests.
• Agents/distributors become the face of the company, and thus the choice of agents/distributors must be handled in the same way used in hiring staff