PILAR CABALLERO

COMMERCIAL
INTERMEDIATION
CONTRACTS
International
commercial
intermediation
They represent the links between
the manufacturer and the final
consumer

There are various

utilities, types and this
depends on certain
factors to consider.
 TYPES OF INTERMEDIARIES
ACCORDING TO THE
According to
FUNCTION IT
product ownership
DEVELOPS

ACCORDING TO THE Importer /

RESPONSIBILITY THEY Distributor
TAKE IN THE
DISTRIBUTION Trading companies
CHANNEL
Agents
International Different considerations are taken
into account when planning
sales network network design
(Type of market, sale, sellers,
It is made up of number of sellers, among others)
different elements that
play a role in the Guidelines Considered by
distribution channel International Sales and Marketing
Executives
 Mediation or
brokerage contract
Delimitation
between
commission, Agency agreement
mediation and
agency
contracts
Commission contract
Agency agreement
It is a competitive advantage! 1. Independence
2. Personal nature of
Minimize risks functions
High agent knowledge
3. Stability
Stable and lasting relationship
4. Duration

OBLIGATIONS
Agent  Agent 
Good faith Documents available
Information available Provide information
Follow instructions Satisfy agreed remuneration*
Receive claims Communicate acceptance or rejection
Independent accounting of each Take risk
operation Indemnify the agent
Independent expenses
 SPECIAL ATTENTION CLAUSES

Distribution Non-compete agreement

Exclusiveness

contract Highly conditional element

OTHERS...
Arbitration
Confidentiality
Intellectual Property Rights

Obligations of the distributor

Carry out activity on your own
Resale conditions set
Pay attention to responsibilities
Apply the purchase-sale contract
 DIFFERENCES IN
Independence in management
Risks assumed by the parties
Remuneration
Selection of Ownership of merchandise
agents and / or subject to business
distributors
abroad
(Comparison)
 Motivation and
improvement Acknowledge
Motivation,
your successes
improvement and methods
and share them
timing methods of
the international with the rest of
sales network: the team
commercial
agents,
distributors and Offer training in Monitoring
suppliers international and
business skills, evaluation of
techniques and results
attitudes
Other methods of
motivation Establish a
commercial
remuneration
Develop a policy
motivation plan
for sellers Egalitarian
Motivator
Offer information ... Permanent
Having open Practical
communication ... Flexible
Encourage strengths and
enhance weaknesses ...
 Conclusions
Bibliografía
(Pilar, 2013) Tomado de Negociación y contratación internacional, IC editorial
https://elibro-net.hemeroteca.lasalle.edu.co/es/ereader/lasalle/43495?page=2