TABLE OF CONTENTS
Introduction
How To Be Successful in Exporting Your Products and Services is a comprehensive information guide for product and service exporters, aimed at enhancing their chances for success in foreign markets. It provides answers to the most often asked questions about exporting products and services, makes it possible to determine export readiness, and helps to prepare for doing business internationally.
How To Be Successful in Exporting Your Products and Services features information on world markets for product and service exporters, available assistance, publications, useful contacts and exporting tips. It also offers numerous hot links to other relevant information sources.
Contents
1. Setting the Stage
Unique Approaches to Exporting Services
General Profile of a Service Exporter/Firm
Why Export Services?
Benefits and Challenges of Exporting Services
2. Assessing Export Readiness
Are You Ready to Step Onto the World Stage?
What is "Export Readiness?"
How to Use the Export Readiness Assessment Tool
Export Readiness Diagnostic
3. Acquiring Export Skills
A Key Ingredient for Success
Export Skills Inventory
Options for Acquiring Export Skills
4. Revisiting the Business Plan
What is a Business Plan?
Benefits of Having a Business Plan
Essential Elements of the Business Plan
5. Developing the Export Plan
What is an Export Plan?
What is Involved in Developing an Export Plan?
Approaches to Developing an Export Plan
Questions Answered by the Export Plan
Drafting the Export Plan
6. Researching the Market
International Market Research
Developing Your Market Research Plan
Types of Market Research
Market Information
Prospecting for Opportunities
Selecting a Target Market
Market Profiling Template
7. Creating a Marketing Plan
Creating a Marketing Plan
Definition of Marketing
The Marketing of Services is Different
Understanding Your Customer
Positioning Your Firm
Effective Marketing Tools
Relationship Selling
Promoting Services
Comparing some factors of goods and services marketing
Promoting Your Firm
Raising Awareness and Establishing Credibility
Market Visits
8. Financing and Insurance
Defining Your Financing Needs
Financing and Competitiveness
Meeting Your Financing Needs
Working With Financing Sources
Insurance
9. Entering the Foreign Market
Market Entry Strategies
Direct Exports
Indirect Exports
Entering the Market Through Partnerships and Alliances
Selecting the Right Partners
Your Most Important Asset
10. Delivering the Service
Modalities and Contracts
Modalities
Selecting Your Modalities
Contracts
11. Operating Abroad
Operating Abroad
The International Business Environment
Intellectual property
Personnel Issues
Living Abroad
Cross Border Movement of Personnel
Taxation
Infrastructure Issues
12. Expanding Into New Markets
The Need to Expand
Providing Additional Services
Embarking on New Strategies
Expanding into New Geographic Markets
Who Will Benefit?
Business and Professional Service firms who are:
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