Not-So-Secret Agents, Part Two: The Pros and Cons of Using—and Being—External Sales Agents
Third-party sales agents are nothing new: the practice of using a partner─be they an individual or a company─with local knowledge to penetrate a new market is well established, even among the largest vendors, while the smallest startups often invest in a seasoned expert to test the waters and get the ball rolling on sales before investing the time and expense in building a sales team of their own.
This is especially true in international markets, such as Brazil, says Luis Boldizsar, Sao Paulo
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