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Chapter 4 PPT Copy 3
Chapter 4 PPT Copy 3
for Export
Establishing Export Potential
for Product or Service
❖Success in domestic markets
❖Participation in oversees trade shows
❖Advertising and market data
Experience
• Who will be responsible for the export department’s organization and staff?
• How much management time should or could be allocated?
• What organizational structure is suitable?
Production Capacity
Financial Capacity
❖Personal selling
❖Sales promotion
❖Publicity
Step 1-- The exporter establishes initial
contact by responding to an overseas
buyer’s advertisement (ad ) for a product that
she/he can supply. Such ads are available in
various trade publications.
Step 2 -- The prospective buyer responds to
the exporter’s letter or fax by specifying
the type and quantity of product needed,
with a sample where appropriate. The
potential importer also sends his/her trade
references.
Step 3 -- The exporter checks with the consulate
of the importer’s country to determine a )whether
the product can be legally imported and any
restrictions that may apply, and b) any requirements
that need to be met .