What is included with this book?
Introduction | p. 1 |
Why should companies export? | p. 3 |
Why start exporting? | p. 3 |
The benefits of exporting | p. 4 |
Government support for exporters | p. 5 |
Government support organisations | p. 6 |
Is your company ready to start exporting? | p. 7 |
How to get started | p. 11 |
Online or traditional exporting? | p. 11 |
How to get started | p. 12 |
Why do you want to start exporting? | p. 12 |
The export audit | p. 16 |
Making the decision | p. 18 |
Selecting potential export markets | p. 19 |
The world market | p. 20 |
Which country first? | p. 20 |
Researching overseas markets | p. 27 |
How to plan your marketing research | p. 28 |
Carrying out marketing research for overseas markets | p. 29 |
Carrying out the research yourself | p. 33 |
Desk research | p. 34 |
Field research | p. 35 |
Using an agency to carry out market research | p. 36 |
Export strategies and export plans | p. 40 |
Developing your export strategy | p. 40 |
The marketing planning process | p. 41 |
Situation analysis | p. 43 |
Pricing for export markets | p. 45 |
Objectives and strategies | p. 46 |
Tactics and action plans | p. 48 |
Costs and budgets | p. 49 |
The written plan | p. 50 |
Market entry strategies | p. 54 |
Types of exporting | p. 54 |
Deciding which entry strategy to use | p. 62 |
Marketing channels | p. 64 |
Working through sales agents and distributors | p. 68 |
Finding and selecting overseas agents and distributors | p. 70 |
Agent/distributor questionnaire | p. 73 |
Legal aspects of dealing with agents and distributors | p. 74 |
Agency and distributor contracts | p. 76 |
Managing distributors | p. 77 |
Sales promotion | p. 79 |
Understanding your target market | p. 79 |
Reviewing your sales promotion for overseas markets | p. 81 |
Websites | p. 82 |
Sales literature | p. 83 |
Presentations | p. 84 |
Advertising | p. 86 |
Exhibitions and trade shows | p. 86 |
Sector-focused trade missions/visits | p. 87 |
The internet as a sales channel | p. 89 |
Websites for international e-commerce | p. 89 |
Web hosting | p. 91 |
E-commerce sites | p. 92 |
E-commerce regulations | p. 94 |
Quoting for international business | p. 100 |
Pricing for export business | p. 100 |
Export contracts | p. 104 |
Payment methods | p. 104 |
Terms of sale (Incoterms) | p. 106 |
Moving your goods | p. 110 |
Modes of transport | p. 110 |
Using freight forwarders | p. 113 |
Labelling and packaging of goods | p. 114 |
Export packaging | p. 114 |
Labelling | p. 117 |
Transport insurance | p. 118 |
Export documentation | p. 120 |
Classifying your goods | p. 122 |
Reporting procedures | p. 124 |
Managing the risks | p. 127 |
Understanding the market | p. 127 |
Country risks | p. 128 |
Customer risks | p. 129 |
Creditworthiness | p. 129 |
The risks of currency and foreign exchange | p. 130 |
Delivery delays and frustrated exports | p. 133 |
Intellectual property rights in international trade | p. 133 |
Avoiding litigation | p. 134 |
Personal and company risk | p. 135 |
Risk management and insurance services | p. 135 |
Useful websites | p. 138 |
Types of government support services available | p. 142 |
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