ConTenTs ix 7 setting up and managing overseas distribution 118 Finding and selecting overseas agents and distributors 120 Agent/distributor questionnaire 122 Legal aspects of dealing with agents and distributors 124 Agency and distributor contracts 128 Managing distributors 134 Summary 135 8 sales promotion 136 Understanding your target market 136 Reviewing your sales promotion for overseas markets 139 Websites 140 Sales literature 142 Presentations 143 Advertising 144 Exhibitions and trade shows 145 Sector-focused trade missions/visits 148 Summary 151 9 selling goods online 152 Websites for international e-commerce 152 Types of site 153 Web hosting 155 E-commerce sites 156 E-commerce regulations 159 Summary 164 10 Quoting for international business 165 Pricing for export business 165 Export contracts 169 Payment methods 170 Terms of sale (Incoterms) 174 Summary 180