Building Your Business Through Export

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Kogan Page Publishers, May 3, 2012 - Business & Economics - 288 pages
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Exporting is a fantastic way for companies of all sizes to grow their business, and with many governments offering extensive support for their exporters, there has never been a better time to start. Building Your Business Through Export is an indispensible handbook for new and established exporters. In this thorough but accessible guide, John Westwood explains how to navigate the risks, build an understanding of potential target markets and make the most of the services many governments make available to their exporters as you develop and implement your export strategy. Including a range of international case examples, complete sample export and export marketing plans and supported by online checklists and country mini-profiles, this book offers essential advice on choosing and using agents and distributors, pricing, sales promotion, payment methods for export sales and ensuring your company website is ready for international customers.

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01 Why start exporting?
02 How to get started
03 How to decide which markets to consider first
04 Researching the market
05 Developing an export strategy and preparing an export plan
06 Entry strategies for overseas markets
07 Setting up and managing overseas distribution
11 Moving your goods
12 Managing the risks of exporting
13 Individual export markets
Government support organizations
Useful websites
Types of government support services available
Example of a complete export plan
Example of an export marketing plan

08 Sales promotion
09 Selling goods online
10 Quoting for international business

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About the author (2012)

John Westwood has held positions as Market Development Director, Sales & Marketing Director and Vice President-Communications with major multinational companies since gaining valuable experience as a Export Sales Engineer and then Export Sales Manager. He has set up and developed distribution networks for various companies in Europe and Scandinavia, the Middle East and the Far East and managed distribution operations in the USA and Canada.

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