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Contents Chapter 1 Introduction: The World is Open for Business: Yours Now's the Time to Go Global Benefits of International Selling Worldly New Assumptions for You Transforming Your Business Chapter 2 Developing an Export Strategy Determining Your Products' Export Potential Assessing Your Company's Export Readiness Developing an Export Plan Chapter 3 Developing a Marketing Plan Market Research Methods of Market Research A Step-by-Step Approach to Market Research Sources of Market Research Chapter 4 Export Advice Making the Government Work for You U.S. Commercial Service Export Assistance Centers U.S. Commercial Service Overseas Posts Trade Information Center, U.S. Commercial Service U.S. Trade and Development Agency Advocacy Center, U.S. Commercial Service Trade Compliance Center, U.S. Department of Commerce Bureau of Industry and Security, U.S. Department of Commerce Minority Business Development Agency, U.S. Department of Commerce Cooperation between the U.S. Departments of Commerce and State Other Government Agency Assistance Where Else to Look for Assistance Chapter 5 Methods and Channels Approaches to Exporting Distribution Considerations Indirect Exporting Direct Exporting Getting Organized for Exporting Locating Foreign Representatives and Buyers Chapter 6 Finding Qualified Buyers U.S. Department of Commerce Worldwide Buyer Finding Programs Department of Commerce Trade Event Programs Other Department of Commerce Programs U.S. Department of Agriculture, Foreign Agricultural Service U.S. Agency for International Development U.S. Trade and Development Agency State and Local Government Assistance Promotion in Publications and Other Media Chapter 7 Using Technology Licensing and Joint Ventures Technology Licensing Joint Ventures Chapter 8 Preparing Your Product for Export Questions to Consider Product Adaptation Engineering and Redesign Branding, Labeling, and Packaging Installation Warranties Chapter 9 Exporting Services Service Exports with High Growth Potential Aspects of Service Exports Marketing Services Abroad Obtaining Government Support for Service Exports Chapter 10 International Legal Considerations Export Regulations Import Regulations of Foreign Governments North American Free Trade Agreement U.S. Foreign-Trade Zones Export Processing Zones Customs-Bonded Warehouses Intellectual Property Considerations Chapter 11 Going On Line: E-Exporting Tools for Small Businesses Use of Electronic Commerce for International Business and Trade Market Development on the Web Tools to Assess Your Firm's Readiness to Go On Line Steps to Going On Line Chapter 12 Shipping Your Product Freight Forwarders Packing Labeling Documentation Shipping Insurance Tariffs Major Shippers Chapter 13 Pricing, Quotations, and Terms Pricing Considerations Quotations and Pro Forma Invoices Terms of Sale Chapter 14 Methods of Payment Prudent Credit Practices Cash in Advance Documentary Letters of Credit and Documentary Collections or Drafts Open Account Consignment Sales Foreign Currency Payment Problems Chapter 15 Financing Export Transactions Extending Credit to Foreign Buyers Working with Commercial Banks Using Discounting and Banker's Acceptances Using Export Intermediaries Using Government Assistance Programs Obtaining Funding from Multilateral Development Banks Exploring State and Local Export Finance Programs Chapter 16 Business Travel Abroad Obtaining Proper Documentation Planning an Itinerary Obtaining Assistance from U.S. Embassies and Consulates Considering Cultural Factors Chapter 17 Selling Overseas and After-Sales Service Responding to Inquiries Learning about Potential Clients Conducting Business Internationally Building a Working Relationship Providing After-Sales Service Appendix A: Glossary Appendix B: List of U.S. Export Assistance Centers Index
Library of Congress Subject Headings for this publication:
Export marketing -- United States.
Exports -- United States.