International Sales Agent Leading Practices, published by PMMI – The Association for Packaging and Processing Technologies, examines effective strategies for selecting, onboarding, and sustaining international sales agents across diverse markets. Drawing on member and agent interviews, practitioner case studies, and market-facing examples collected during the guide’s research, the analysis indicates regional variations and benchmark patterns that tend to influence outcomes. Key focus areas group around agent identification and screening (such as trade shows, referrals, and online channels), relationship building and training (trust, structured communication, and blended in-person/remote learning), and governance and performance management (contract approaches, KPIs, reporting, and exit planning). Charts highlight common missteps and operational trade-offs, and emerging patterns show that proactive support and flexible contracting generally correlate with stronger market results. The guide reveals which practices manufacturers prioritize to accelerate international sales—download the full guide to explore detailed recommendations.
Published by PMMI in 2016. Based on interviews with 10 PMMI members, nine international agents, and two external end-user companies collected prior to 2016.
