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abroad acceptable achieved advantages advertising agency air-freight arrangements assess bank bills of exchange BOAC brand Budget buyer campaign capital cargo cent channels of distribution Chapter charges Check Comecon company's competitive competitors Confirming House consumer container contract convector heater cover credit insurance customers delivery detailed develop distributor ECGD EFTA ensure Ex-works price example exhibit export manager export market export organisations exporter's factors freight guarantee important invoices Japan Japanese know-how letter of credit licensing long-term manufacturer margin market research marketing plan normally obtained offer oil heaters one's operation overseas agents overseas markets packaging costs packing pallet percentage period personnel port potential premium profit promotion Quickstep rates risks roll-on/roll-off sales promotion sales value selected selling shipment specific strategy success supplier Synthon tion Transfesa transport turnover West Germany