Antenna Communications Technologies, Inc. (ACT)

is a small satellite technology communications firm.

Its product is a multibeam antenna that allows customers in the broadcast industry to receive signals from up to 35 satellites simultaneously. The firm has little international business experience. ACT recently hired you as its export manager and, based on extensive research, you find substantial demand for the product in Africa, China, Russia, and Saudi Arabia. Having followed most of the steps in the organizing framework for exporting, you decide direct exporting is the best entry strategy for ACT. Your next task is to find distributors in the target markets. How will you approach this task? What resources should you access to find distributors in these markets? Once established, what is the best way to maintain solid relations with foreign distributors? Finally, what payment method should ACT use for most of its prospective markets?

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