WORKSHOPS OFFER STRATEGIES TO INFORMATION TECHNOLOGY MANUFACTURERS FOR
OVERSEAS SALES SUCCESS

July 3, 1995 -- (PRINCETON, NJ) -- Hannover Fairs USA, in conjunction with
European Computer Sources magazine, announces a nationwide series of
workshops designed to provide American computer and communications
manufacturers with practical strategies for selling their products in
Europe. The sessions will address:

* Understanding the different types of distributor agreements
  in Europe
* Finding, signing and supervising a European distributor
* Knowing what makes distributors buy
* Gaining the best European market exposure
* Learning which reseller channels are available
* Finding resellers and OEM buyers and measuring their performance
  and service
* Knowing why, how and when to open a direct sales office overseas
* And many other issues related to overseas marketing

Leading the workshops will be Bob Snyder, General Manager of European
Computer Sources, Europe's leading reseller magazine, and Mette Fisker
Petersen, U.S. Project Manager for CeBIT, the world's leading computer and
communications trade show, and CeBIT HONE, the consumer electronics and
technology trade show debuting in August 1996. Market leaders in
information technology will be on hand to discuss European sales
strategies that have worked for them.

Hannover Fairs USA Inc
103 Carnegie Center
Princeton, NJ 08540
609-987-1202,  fax 609-987-0092
 
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