With the rapid development of China's economy, the export trade of enterprises is increasing. Generally speaking, the main way for enterprises to conduct foreign trade is to establish local sales companies and conduct indirect trade through local middlemen. Obviously, due to the huge cost, most enterprises do not have enough ability to set up local sales companies. At this time, the agency has its unique importance. How to effectively manage agents is particularly important for the development of foreign trade of enterprises. At present, many multinational companies have entered the field of sales agents in the international market. How to learn from the good reputation of multinational companies to open up the market and transform agents from "sales suppliers" to "service operators" is a subject worthy of study for China enterprises.

Abstract: International trade; Agent; Management;

First, the basic concept of agent:

When it comes to the management of agents, we must first make clear the definition of agents. Agency in international trade mainly refers to sales agency. The exporter reached an agreement with a foreign agent. As the principal, the exporter authorizes the agent to sell goods and sign contracts on behalf of the exporter, and the rights and obligations arising therefrom are directly effective for the principal.

Second, how to effectively manage foreign agents

How to effectively manage the management of foreign agents and realize the long-term stable cooperation and development between enterprises and foreign agents is a difficult problem for enterprises. Generally speaking, the purpose of enterprises and agents is the same: profit. Then, the basis of friendly cooperation between enterprises and agents is mutual benefit.

1 Learn to empathize and enhance mutual understanding.

Although the purpose of enterprises and agents is the same, but the understanding and cognition of agents is limited, and many sales models and agents are very different, so enterprises and agents are contradictory to varying degrees. As an enterprise, learning to think about health problems in time will undoubtedly greatly deepen mutual understanding and solve many problems.

2. Cultivate trust and set a common goal.

The essence of the relationship between brand companies and agents is cooperation rather than buying and selling. Agents replace the functions of brand companies in circulation, rather than simple middlemen. Enterprises and foreign agents have the same purpose, that is, to send their products to retail stores and sell them to consumers.

As the old saying goes, neither share the same sky nor share the same sky. Because of the different understanding of a small matter, it may also lead to business partners turning against each other, and the amount of losses may not be affordable for enterprises.

3 Strengthen communication and respect each other.

Mutual respect is the premise of cooperation. Modern market economy is an economy of mutual respect for ethics. In modern society, independent subjects who pursue their own interests respect each other's personality. The ethics of mutual respect embodies the recognition and respect for each other's subjects. In this sense, the modern market is an economy that pays attention to mutual respect.

Sincerity is the basis of cooperation. The office needs more delivery and collection, while the agent avoids the risk of inventory and funds. The contradiction between the two must be based on mutual understanding, scientific and reasonable data analysis and market forecast, and unified on the basis of consistent interests and risks.

Three. Concluding remarks

At present, a large part of the world trade is conducted through the channels of agents, and the agency method is also widely used in China's import and export business. By means of agency, the client uses the position, sales channels and professional knowledge of the agent in the international market to appoint agents to explore the market, organize sales and procurement, provide after-sales service and disseminate information. , which can avoid the personnel and financial burden and various legal problems that may be brought by setting up branches.