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Essay text:
Basically, such lists are built around four subject areas: (1)
productivity or volume, (2) financial strength, (3) managerial stability and
capability, and (4) the nature and reputation of the business. Emphasis is usually
placed on either the actual or potential productivity of the middleman.
Setting policies and making checklists are easy; the real task is
implementing them. The major problems are locating information to aid in the
selection and choice of specific middlemen, and discovering middlemen
available to handle one's merchandise. Firms seeking overseas representation
should compile a list of middlemen from such sources as: (1) the U...
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