While a relationship with a foreign sales representative can be an easy
and cost-effective method for penetrating a new foreign market, the distance
between the parties and numerous opportunities for misunderstanding, as well as
the potential liabilities created by local laws, make it essential that
companies establish and follow guidelines for successfully managing the
relationship. This issue of the Business Counselor Advisor addresses several
areas that should be carefully evaluated by every company before entering into
a formal arrangement with a new foreign sales representative.