Thomas A. Cook - The ultimate guide to export management
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Cover
| title | : | The Ultimate Guide to Export Management |
| author | : | Cook, Thomas A. |
| publisher | : | AMACOM Books |
| isbn10 | asin | : | 0814405819 |
| print isbn13 | : | 9780814405819 |
| ebook isbn13 | : | 9780814426234 |
| language | : | English |
| subject | Export marketing--Management, Export trading companies--Management, Foreign trade promotion--Management. | |
| publication date | : | 2001 |
| lcc | : | HF1416.C665 2001eb |
| ddc | : | 658.8/48 |
| subject | : | Export marketing--Management, Export trading companies--Management, Foreign trade promotion--Management. |
Page i
THE ULTIMATE GUIDE TO EXPORT MANAGEMENT
Page ii
Page iii
Thomas A. Cook
AMACOM
American Management Association
New York Atlanta Boston Chicago Kansas City San Francisco Washington, D.C.
Brussels Mexico City Tokyo Toronto
Page iv
|
This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the services of a competent professional person should be sought.
Library of Congress Cataloging-in-Publication Data
Cook, Thomas A.
The ultimate guide to export management / Thomas A. Cook.
p. cm.
Includes bibliographical references and index.
ISBN 0-8144-0581-9
1. Export marketingManagement. 2. Export trading
companiesManagement. 3. Foreign trade promotion
Management. I. Title: Export management. II. Title.
HF1416.C665 2001
658.8'48dc21
2001016122
2001 Thomas A. Cook.
All rights reserved.
Printed in the United States of America.
This publication may not be reproduced, stored in a retrieval system, or transmitted in whole or in part, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019
Printing number
10 9 8 7 6 5 4 3 2 1
Page v
Dedicated to my motherMuriel Cook, who was always an inspiration to me
Page vi
Page vii
Foreword | xix | |
Preface | xxi | |
Identifying the Risks of Global Trade | ||
International business means opportunity, but with this comes a certain degree of risk. International businesspeople need to be able to know when these risks are present, develop systems for identification, and understand how these exposures affect global business strategy. | ||
Facing the Challenges of World Trade | 1 | |
Using Creative Financing as a Marketing Tool | ||
Improving Logistics | ||
Providing Export Cost Savings | ||
Developing Key Resources | ||
Shipping to a New Market-Potential Exposures | 3 | |
Establish a Network of Resources | ||
Carefully Manage the Terms of Sales and Payments | ||
Execute Preplanned Logistics | ||
Know the Documentation Requirements | ||
Know the Export Insurance Issues | ||
Staying Competitive while Reducing Exposure | ||
Facing the Risks of Global Trade | 7 | |
The Future Holds Perils for Smaller Exporters: Potential Deregulation Issues and Tips on How to Survive | 10 | |
Navigating the Obstacles of Global Trade | 12 | |
Exposures in Today's Foreign Market | 13 | |
International Freight ShipmentsAvoiding the Major Pitfalls: Where Did My Shipment End Up? | 15 | |
Start with the Correct Documents | ||
Complete Those Documents | ||
Obtaining Support | ||
Accurate Documents = Prompt Payment | ||
Concluding Remarks | 17 |
Page viii
Gaining Entry into World Markets | ||
This chapter reviews the questions that should be asked to determine if a company should enter the field of export sales and marketing. It also provides the information needed to analyze products and services to determine if they can compete globally and discusses the beginning steps in the export process. | ||
Global Overview | 19 | |
Reasons to Become Involved in Global Markets and Export | ||
Effectively Developing a Global Strategy | ||
Should Your Company Enter the Global Arena and Begin to Export? | 22 | |
Senior Management Issues | ||
Aligning with Export Professionals | ||
Structuring an Export Program | 24 | |
Market Research | ||
Utilizing Third Party Assistance | ||
Export Management and Trading Companies | ||
Foreign Distributors or Sales Agents | ||
Developing Your Costing Structure | ||
Preparing Your Product for Foreign Sale and Distribution | ||
Logistics of Export Distribution | 33 | |
Foreign Tax Considerations | 34 | |
Foreign Sales Corporations | 34 | |
Finding and Managing Export Service Providers | 34 | |
Identifying the Costs of an Export Shipment | 35 | |
An Export Case Study | 37 | |
Concluding Remarks | 39 | |
Meeting International Customer Sales and Service Demands | ||
Servicing global customers is an art, as much as it is a science. This chapter presents various options the international businessperson can use to develop a global customer service strategy. Hands-on solutions are included. | ||
Skills Needed to Succeed in International Trade | 41 | |
Excellence in Customer Service in Global Trade |
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