FREE Delivery in the UK.
Only 3 left in stock (more on the way).
Dispatched from and sold by Amazon. Gift-wrap available.
Quantity:1
International Sales and t... has been added to your Basket
+ £2.80 UK delivery
Used: Very Good | Details
Sold by Fifth_Avenue
Condition: Used: Very Good
Comment: Unread copy in very good condition, some shelf wear. Fast, daily dispatch 2-4 days for delivery within UK. International orders may take up to 3-4 weeks. November2015
Have one to sell?
Flip to back Flip to front
Listen Playing... Paused   You're listening to a sample of the Audible audio edition.
Learn more
See this image

International Sales and the Middleman: Managing Your Agents and Distributors Paperback – 1 Sep 1997

4.8 out of 5 stars 4 customer reviews

See all formats and editions Hide other formats and editions
Amazon Price
New from Used from
Paperback
"Please retry"
£12.99
£12.99 £6.20
Note: This item is eligible for click and collect. Details
Pick up your parcel at a time and place that suits you.
  • Choose from over 13,000 locations across the UK
  • Prime members get unlimited deliveries at no additional cost
How to order to an Amazon Pickup Location?
  1. Find your preferred location and add it to your address book
  2. Dispatch to this address when you check out
Learn more
£12.99 FREE Delivery in the UK. Only 3 left in stock (more on the way). Dispatched from and sold by Amazon. Gift-wrap available.
click to open popover

Special Offers and Product Promotions


Frequently Bought Together

  • International Sales and the Middleman: Managing Your Agents and Distributors
  • +
  • Building Business with Agents and Distributors: A Practical and Profitable Approach to Selection, Management and Motivation
  • +
  • Distribution Channels: Understanding and Managing Channels to Market
Total price: £65.97
Buy the selected items together

Enter your mobile number below and we'll send you a link to download the free Kindle App. Then you can start reading Kindle books on your smartphone, tablet, or computer - no Kindle device required.
Getting the download link through email is temporarily not available. Please check back later.

  • Apple
  • Android
  • Windows Phone

To get the free app, enter your mobile phone number.




Product details

  • Paperback: 160 pages
  • Publisher: Management Books 2000 Ltd; 2nd Revised edition edition (1 Sept. 1997)
  • Language: English
  • ISBN-10: 1852521686
  • ISBN-13: 978-1852521684
  • Product Dimensions: 14.8 x 1.1 x 21 cm
  • Average Customer Review: 4.8 out of 5 stars  See all reviews (4 customer reviews)
  • Amazon Bestsellers Rank: 470,869 in Books (See Top 100 in Books)

Customer Reviews

4.8 out of 5 stars
5 star
3
4 star
1
3 star
0
2 star
0
1 star
0
See all 4 customer reviews
Share your thoughts with other customers

Top Customer Reviews

By A Customer on 13 Dec. 2000
Format: Paperback
For many years I searched for a book on the topic of international distributors and agents and could not find one until I found "International Sales and the Middleman" by John Griffin. Typically, I would find 2-3 pages in international trade books devoted to distributors and agents. Rarely could I find a book with an entire chapter devoted to distributors and agents. Even if "International Sales and the Middleman" were not the only book dedicated entirely to this subject, I would still consider this book to be the "bible" for information on managing agents and distributors because it truly covers all aspects of the topic and offers incredibly practical ideas. I highly recommend this book to everyone who works with international distributors and agents - whether they are new to this selling channel and need to learn quickly or have many years of international sales experience and use this book as an audit to determine how well they are working with their current distributors and agents and how they can improve. The 159 pages in the book are a quick, to-the-point read. Everyone who reads this book will come away with one or more new learnings and tips. It is a must for everyone in international sales!
I hope Mr. Griffin would consider publishing a third edition with a chapter on the effect of the Internet on the role of Middlemen and his thoughts about this issue (e.g. disintermediation) in the future.
Comment 15 people found this helpful. Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
Format: Paperback Verified Purchase
This book provides very intresting set of real-life examples, experiences, and advice on how to manage an international channel by an experienced channel manager. However, it has some handicaps: it does not include any illustrative figures, charts etc. to make it easy to actually implement the learbings from this book. It sems to concentrate only in distrubutors, not agents although agents are mentioned on the cover. Additionally, the chapter titles are not very descriptive. Along with another books it provides excellent insight to the channel management topic.
Comment One person found this helpful. Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
Format: Paperback
A superb read from Mr Griffin ands 'spot on' in my estimation. For the first time a book deals with the reality and complexity of International Middle men in an honest and direct way. I have bought numerous copies of this book for my team, its part of their toolkit and is compulsary reading for any International Sales or Marketing manager within my business.
Comment One person found this helpful. Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
Format: Paperback Verified Purchase
A very good book for someone dealing with distributors in overseas markets. Full of good advice from an experience practitioner.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse

Most Helpful Customer Reviews on Amazon.com (beta)

Amazon.com: HASH(0x95e26534) out of 5 stars 1 review
2 of 2 people found the following review helpful
HASH(0x95e2a72c) out of 5 stars A Masterpiece by a True Master 8 Sept. 2004
By Dr. Udo Drews - Published on Amazon.com
Format: Paperback
This book is a must read for anyone who is beginning the foray into international sales and distribution. John Griffin is insightful, irreverent--and almost always right on the mark when it comes to making the most of international opportunities. I have had the privilige of working with John in the past and have always found it to be a most stimulating experience. I consider him my mentor in many regards. This book distills 30 years of John's experience into a very readable several chapters. I urge everyone involved in international business to read it. Dr. Udo Drews
Was this review helpful? Let us know


Feedback