Scenario 2: We Are Looking for a Channel Partner to Sell for Us

Paul Ammann () and Gerald Drißner ()

Chapter Chapter 3 in Business Success in the Gulf Region, 2026, pp 187-252 from Springer

Abstract: Abstract Scenario 2: Stephen Miller is the export manager at the German machinery manufacturer Meier AG. He sees sales opportunities in Saudi Arabia and therefore wants to serve and expand the market with a local partner. Six months ago, he found a channel partner in the city of Dammam. Miller presented his company on site and was pleased with the sales prospects the Saudi partner forecasted. A written agreement was concluded. However, after six months, Miller is dismayed to find that nothing has happened.

Date: 2026
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DOI: 10.1007/978-3-658-50198-3_3

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