Unsolicited foreign rep inquiries from the targeted top foreign markets should be seriously reviewed and filed. A brief letter acknowledging that you have received the inquiry should be sent to the rep as soon as possible, along with your list of required information, and general product literature without pricing information. Carefully review the letter to make sure that you do not give an impression that the foreign rep can perform any rep services, including market testing or evaluation, even temporarily on your behalf. Do not send any samples. Do not make a quotation until you have received answers to the questions you have about this company.

Remember that the rep is trying to communicate in your language, not his. Overlook grammatical and sentence structure mistakes. Sometimes, the letter may look like a sixth - grader composed it. A poorly-written business letter is not a reflection that the company is poorly run, unless you know that English is their primary language.

The following is a list of commonly asked questions that can allow for a serious evaluation of the potential representative. Select the questions you think are important, and add some of your own.

1. General Company Information: Name and address; name of president or director; phone, email and fax numbers; type of business i.e. agency, distributor, wholesaler; number of employees; number of sales people; year company established; location of sales office; geographic sales territory; annual sales for previous three years.

2. Products Sold: List of major product lines; number of years carrying each line; percentage of total sales for each product line.

3. U.S. and Foreign Companies Currently Represented: Company name; key contact; address, phone, email, and fax numbers; and products handled for each company.

4. Bank References: Name of bank; account officer; address, phone, email, and fax numbers.

5. Vendor References: Name of company; contact person; address, phone, email, and fax numbers.

6. Marketing Information: Trade shows regularly participating in; trade publications advertising in; major companies called on regularly; methods they would employ to market your product; level of expertise in your industry; after sales support capability; additional information they would like to offer.