Writing Your Export Marketing Agreements Online Class  E-mail this product to a friend

Part of the Online Classes in Export Management Series.

If you use a sales representative to market and sell your products in a foreign market, you want to make sure you have a complete export marketing agreement in place to protect your company's interests. This class includes an explanation of all points that should be part of your agreements and offers samples of effective agreements.

Who should take this course: Sales and marketing executives, export management consultants, export sales agents, export management companies, college educators, export trainers, government officials, and entrepreneurs seeking a new career.

Estimated completion time: 4 to 8 hours.

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Table of Contents

I. MAJOR PROVISIONS OF AN EXPORT MARKETING AGREEMENT

1. Identification of Parties to the Agreement
2. Effective Date of the Agreement
3. Termination of the Agreement:
   1. Items covered: Termination on a specific date, termination upon written notice, and termination "for cause".
4. Sales Territory, Products and Restrictions:
   1. Items covered: Country or geographical area and sole and exclusive rights.
5. Identification of Products
6. Types of Sales Excluded from the Agreement:
   1. Items covered: House accounts, Original Equipment Manufacturers (OEMs),
      and will you allow the sale of competitive or complementary products?
7. Pricing of Products:
   1. Items covered: Currency and prices quoted in agreement, sales commission and discounts, notification of price changes, order acceptance, shipping and delivery of merchandise, and penalties for late delivery.
8. Payment Terms
9. Inventory Stocking Requirements:
   1. Items covered: Stocking requirements for spare parts and components, minimum size of orders, and repurchase of slow moving items.
10. Warranty Agreement:
    1. Items covered: Warranty period, place of warranty work, products covered, improper use, outside suppliers, inventory maintenance, design changes, advice of warranty, assignment of warranty, hold harmless clause, and force majeure.
11. After-Sale Service
12. Emergency Trips by Service Representatives:
    1. Items covered: Sufficient advance notice, length of stay in territory, payment of expenses for emergency trips, and special treatment for new representatives.
13. Training Programs for Export Sales Representatives
14. Information to the Provided by Parties to the Agreement:
    1. Items covered: Sales projections, competitive activities reports, political climate reports and provision of contact information on customers within export markets.
15. Force Majeure
16. "Hold Harmless" Statement
17. Settlement of Disputes
18. Cancellation of All Previous Agreements and Assignment of Agreement.

II. REVIEW AND LEGAL APPROVAL OF THE AGREEMENT

1. Questions to ask yourself about the export marketing agreement.
2. Is the agreement mutually beneficial to both parties?
3. Would you sign the agreement if you were the export sales representative?
4. Present the agreement to a qualified international attorney for final approval.

III. SAMPLE EXPORT MARKETING AGREEMENTS

1. Sample Contract: Distributor agreement used when representative takes title and physical possession of goods.
2. Sample Contract: Agency agreement used when representative does not take title and physical possession of goods.
3. Sample Contract: Consignment agreement used when goods are shipped to the export sales representative without prior payment so that they will be available for immediate delivery to the customer after which the agent pays the exporter.
4. Sample Contract: Product Warranty Agreement
5. Sample Contract: Confidentiality Agreement

Order online or call us toll free at 1-800-641-0920 to order your Writing Your Export Marketing Agreements online class today!