Managing International Sales (including Canada)

Moderator: Tom Clerkin, International Sales & Marketing Manager, MIT Press

Panelists: George J. Farina, Managing Director, auxilium, (international publishing consultancy); Elizabeth Solaro, International Sales Manager, University of Chicago Press

Description: Are presses so preoccupied with their domestic sales that they neglect the international side? What percentage of overall sales should international sales be? How do you pick international representation and what are the best ways to work most effectively with them? How does a typical arrangement work? Should international reps attend your sales conferences? Is it important for your sales manager to be visiting large international accounts? How can you tell when it’s time to change distributors? How important is the Frankfurt Book Fair?

Please post outlines, notes, and/or links to presentation materials below.