Not-So-Secret Agents, Part Two: The Pros and Cons of Using—and Being—External Sales Agents

feargal-o-sullivan-nyse-technologies

Third-party sales agents are nothing new: the practice of using a partner─be they an individual or a company─with local knowledge to penetrate a new market is well established, even among the largest vendors, while the smallest startups often invest in a seasoned expert to test the waters and get the ball rolling on sales before investing the time and expense in building a sales team of their own.

This is especially true in international markets, such as Brazil, says Luis Boldizsar, Sao Paulo-ba

To continue reading...

You need to sign in to use this feature. If you don’t have a WatersTechnology account, please register for a trial.

Sign in
You are currently on corporate access.

To use this feature you will need an individual account. If you have one already please sign in.

Sign in.

Alternatively you can request an indvidual account here: