Selling Overseas I: The Problem of Distribution

  • Alan West


For the company growth, or the expansion of its markets, can be approached in a number of ways. It can embark on a programme of product development which would enable the firm to maintain its regional base while it introduces new products. Geographical expansion is another option with local firms changing into national organisations; national companies becoming international; still others prefer a mixture of the two. Each alternative will pose problems, the greater and more rapid the degree of change the more severe the demands.


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  1. 1.
    T. Cannon and M. Willis ‘The Smaller Firm in Overseas Trade’, European Small Business Journal, vol. 3 (1983).Google Scholar
  2. 2.
    E. Kaynack, ‘Export Behaviour of Small Manufacturers: A Comparative Study of American and Canadian Firms’, European Management Journal, vol. 2 (1984).Google Scholar
  3. 3.
    BOTB Report 1982.Google Scholar

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© Alan West 1987

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  • Alan West

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