Question

James Barker is the marketing manager of a firm with small international sales volume. He is looking for a middleman who can take responsibility for promotion of the company's products, credit arrangements, physical handling, and market research. Also, the middleman must be able to provide information on financial, patent, and licensing matters. In addition, the middleman should agree to work under the name of the firm. Which of the following types of middlemen would be the best choice for Mr. Barker if he wants to meet his objectives?

1) A manufacturer's export agent
2) An export merchant
3) A trade representative
4) An export management company
5) A complementary marketer

Answer 1

The best middleman for James Barker's firm, which requires comprehensive management of international sales including promotion, credit, and legal matters, would be an export management company (EMC).

Step-by-step explanation:

James Barker, the marketing manager of a firm with small international sales volume, is searching for a middleman who will handle various aspects of the company's international sales. Considering the responsibilities listed - such as promotion, credit arrangements, physical handling, market research, as well as financial, patent, and licensing matters - the best choice for Mr. Barker would be option 4:

An export management company (EMC). EMCs are proficient in handling the complexities of international commerce and can act under the company's name. They have the expertise to manage all aspects of exports, making them a comprehensive solution for businesses looking to expand globally without building an in-house export department.