In today's fast-paced, complex global market, it is necessary to equip yourself with the very best resources and knowledge to not only compete, but to excel. Have you recently been promoted and you need to learn about exporting quickly? Would you like to add Continuing Education Units (CEUs) to your resume for a future promotion - or a new job? Would you like to start your own export business? You can achieve these goals by taking individual courses or by completing the Six-Course Program, passing the Final Certification Examination and earning a prestigious Certificate in Export Management. 48 hours/12 months access. Instructor supported. Manuals included.
The information is presented in a logical, step-by-step format that you will find easy to read, understand and use. You will be able to take advantage of the following unique features that are only available through our Certificate Program:
Table Of Contents
I. |
MAJOR BENEFITS OF EXPORTING: |
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As an employee, present these benefits to top management to convince them to investigate exporting as a means of increasing company sales and profits. If you are an entrepreneur starting out as an export sales agent, include these benefits in your formal presentation to convince potential clients to use your services to introduce their products into world markets. |
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II. |
EVALUATE YOUR EXPORT READINESS: |
A. Are Your Current Products Exportable? |
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| 1. Major reason why products fail in foreign markets 2. Key indicator of your product's export potential 3.Table:Determine Product Readiness For Export |
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B. Are Your Personnel Ready For Export? |
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| 1. Importance of continuous employee training 2. Two types of export experience 3. Table: Determine Personnel Readiness For Export |
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C. Is Your Company Ready For Export? |
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| 1. What organizational changes are needed? 2. Table: Determine Company Readiness For Export |
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III. |
COMMON MISTAKES YOU MUST AVOID TO BE SUCCESSFUL: |
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Ten potentially costly errors that you want to avoid. Being aware of them before you launch your export marketing program could save your company or clients thousands of dollars! |
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IV. |
THE TEN BIGGEST DON'TS OF EXPORTING: |
Refer to this valuable list often and you will become a successful exporter much quicker. |
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V. |
SECURE EXPORT IDENTIFICATION NUMBERS: |
| A. Harmonized System (HS) Number | |
| 1. Purpose and Use 2. How to determine the HS Number for your product |
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| B. Export Control Classification Number (ECCN) | |
| 1. Purpose and Use 2. How to determine the ECCN Number for your product |
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VI. |
CONDUCT INTERNATIONAL MARKET RESEARCH: |
A. Primary Market Research Methods |
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B. Secondary Market Research Techniques |
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C. Sources of Export Market Information: |
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| 1. Governmental sources 2. Non-governmental sources 3. Other sources available on the Internet |
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VII. |
SELECT YOUR MOST PROFITABLE EXPORT MARKETS: |
A. List: Checklist for Evaluating Potential Export Markets |
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B. Reduce your potential export markets to twelve countries |
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C. Select your initial six export target markets for initial penetration |
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VIII. |
HARMONIZED PRODUCT STANDARDS: |
A. ISO 9000 Product Standards Series |
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B. U. S. Product Standards Organizations |
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C. International Product Standards Organizations |
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IX. |
INTERNATIONAL TRADE AGREEMENTS: |
A. North American Free Trade Agreement (NAFTA) |
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B. Free Trade Area of the Americas (FTAA) |
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C. Western Hemisphere Regional Trade Pacts |
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D. World Trade Organization (WTO) |
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E. European Union (EU) |
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F. East and Central Asian Markets (APEC and ASEAN) |
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G. Association of Southeast Asian Nations (ASEAN) |
LOCATING YOUR EXPORT SALES REPRESENTATIVES (2008)
Table of Contents
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I. |
FACTORS THAT WILL DETERMINE THE TYPES OF EXPORT SALES REPRESENTATIVES YOU WILL NEED: |
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A. What financial
risks are you willing to take in future export transactions? |
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II. |
TYPES OF EXPORT SALES REPRESENTATIVES THAT YOU CAN USE: |
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A. Commission Export Sales Agents (CESA): |
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| 1. Definition and characteristics of a CESA 2. Table: Services Provided and Not Provided by a CESA |
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B. Export Management Company (EMC) or Export Trading Company (ETC): |
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| 1. Definitions and characteristics of an EMC and an ETC 2. Table: Services Provided and Not Provided by an EMC or an ETC 3. Flow Chart: Complete Export Transaction Using an EMC or an ETC 4. Illustration: Price Quotation/Proforma Invoice Using an EMC or an ETC |
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C. Full Stocking Distributor (FSD): |
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| 1. Definition and characteristics of a FSD 2. Table: Services Provided and Not Provided by a FSD 3. Flow Chart: Complete Export Transaction Using a FSD 4. Illustration: Price Quotation/Proforma Invoice Using a FSD |
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D. What Marketing Responsibilities are involved in exporting? |
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| 1. Summary Table: Marketing Functions to be Considered in Selecting Your Export Sales Representatives | |
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III. |
ESTABLISH YOUR EXPORT PRICING POLICIES: |
| A. Importance of having firm export prices when seeking export sales representatives: | |
| 1. Refer to the next course Pricing Your Products and Budgeting for Export | |
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IV. |
SELECT YOUR EXPORT SALES REPRESENTATIVES: |
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A. Conduct an international market research program to identify candidates using: |
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| 1. Governmental sources of information 2. Non-Governmental sources of information 3. Other resources available on the Internet 4. Use information secured in previous course Identifying Your Export Markets |
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B. Contact up to six preliminary candidates that appear to have the best qualifications: |
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| 1.List: Guidelines for Effective International Correspondence | |
C. Analyze responses and select the three best candidates for final evaluation: |
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| 1.List: Checklist for Evaluating Potential Export Sales Representatives 2.Illustrations: Samples of Letters to Potential Export Sales Representatives |
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D. Interview and evaluate the final three candidates: |
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| 1. Prepare for the interviews and take along important reference information. 2. Important questions to ask and topics to avoid during personal interviews. 3. Visit their facilities to observe their organization and personnel firsthand. |
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E. Appoint an export sales representatives for each of your target markets: |
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| 1.Select the best candidate. Advise them that you would like to work with them. 2. Sign the representation contract as soon as possible after the final interview. 3. Thank each unsuccessful candidate in writing for their time and cooperation. 4. Make it a firm policy to visit each export sales representative regularly. |
PRICING YOUR PRODUCTS AND BUDGETING FOR EXPORT (2008)
Table of Contents
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I. |
PRICING YOUR PRODUCTS COMPETITIVELY FOR EXPORT: |
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A. Allocate Actual Costs to Your Export Prices: |
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1. Exclude certain costs that you have already included in your domestic price, i.e., indirect manufacturing overhead, general and administrative expenses (G & A) and marketing costs. |
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B. Five Basic Export Pricing Methods: |
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1. U. S. Standard Ex Works Price Method: a. Flow Chart:Profit Analysis and Projected Market Performance 2. U. S. Standard Ex Works Price Plus Export Costs Method: a. Flow Chart:Profit Analysis and Projected Market Performance 3. G & A Overhead and Discounted Profit Margin Method: a. Flow Chart:Profit Analysis and Projected Market Performance 4. G & A Overhead Without Profit Margin Method: a. Flow Chart:Profit Analysis and Projected Market Performance 5. Floor Price Without G & A Overhead Method (Marginal Costing): a. Flow Chart:Profit Analysis and Projected Market Performance |
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C. Export Pricing Flow Charts: |
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II. |
SEVEN MARKET ENTRY PRICING STRATEGIES: |
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A. Exploiting the Market: Highest profit margin for as long as possible. Then leave when profits decline. |
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B. High-Quality Pricing: Systematic development of market with excellent products and customer service. |
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C. Life-Cycle Pricing: Coordination of prices and profit margins to the anticipated life cycle of the product |
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D. Sharing the Market: Setting prices that will not create a competitive imbalance in the local market. |
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E. Matching Competitive Prices: Maintaining margins to meet competitive prices in the market. |
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F. Developing the Market: Systematic market development with competitive prices over period of time. |
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G. Buying the Market: Disposal of excess or obsolete products at very low prices as quickly as possible. |
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III. |
DETERMINE YOUR STANDARD EXPORT EX WORKS PRICE AND PRE- TAX PROFIT MARGIN: |
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A. Flow Chart: Worksheet to Determine Your Standard Export Ex Works Price and Pre-Tax Profit Margin |
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IV. |
CREATE YOUR OWN INTERNATIONAL PRICE SHEET: |
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A. Illustration: Sample of an Export Ex Works International Price |
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V. |
FIVE-YEAR EXPORT FORECAST: |
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A. Table: Sample Five-Year Export ales Forecast |
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VI. |
FIVE-YEAR EXPORT BUDGET: |
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A. Table: Sample Five-Year Export Budget |
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WRITING YOUR EXPORT MARKETING AGREEMENTS (2008)
Table of Contents
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MAJOR PROVISIONS OF AN EXPORT MARKETING AGREEMENT: |
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A. Identification of Parties to the Agreement |
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B. Effective Date of the Agreement |
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C. Termination of the Agreement: |
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D. Sales Territory, Products and Restrictions: |
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E. Identification of Products |
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F. Types of Sales Excluded from the Agreement: |
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G. Pricing of Products: |
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H. Payment Terms |
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I. Inventory Stocking Requirements: |
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J. Warranty Agreement: |
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K. After-Sale Service |
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L. Emergency Trips by Service Representatives: |
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M. Training Programs for Export Sales Representatives |
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N. Information to the Provided by Parties to the Agreement: |
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O. Force Majeure |
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P. Hold Harmless Statement |
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Q. Settlement of Disputes |
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R. Cancellation of All Previous Agreements and Assignment of Agreement. |
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II. |
REVIEW AND LEGAL APPROVAL OF THE AGREEMENT: |
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A. Questions to ask yourself about the export marketing agreement. |
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B. Is the agreement mutually beneficial to both parties? |
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C. Would you sign the agreement if you were the export sales representative? |
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D. Present the agreement to a qualified international attorney for final approval. |
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III. |
SAMPLE EXPORT MARKETING AGREEMENTS: |
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SHIPPING YOUR PRODUCTS OVERSEAS (2008)
Table of Contents
I. |
DUTIES OF A FOREIGN FREIGHT FORWARDER: |
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A. Normal Functions and Responsibilities: |
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1. As your agent, arranges shipment of your goods to a specified foreign location. 2. Arranges for cargo insurance and advises you of required marking and labeling. 3. Prepares and examines shipping documents for accuracy and completeness. 4. Distributes shipping documents and, if requested, arranges for payment at bank. 5. Clears your import shipments through U. S. Customs (as Customhouse Broker). |
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II. |
EVALUATING AND SELECTING YOUR FOREIGN FREIGHT FORWARDER: |
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A. Location of their nearest office |
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B. Branches and affiliates in the United States |
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C. Branches and affiliates in Your Export Markets |
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D. Are They a Full Service Forwarder? Can they provide the following services? |
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E. Will they extend credit terms? |
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F. Operating hours |
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G. Customer references |
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H. Sources of information on Foreign Freight Forwarders |
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I. Illustration:Checklist for Evaluating Potential Forwarders |
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III. |
FOREIGN TRADE TERMS (INCOTERMS) - RESPONSIBILITIES OF SELLER AND BUYER: |
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IV. |
MAJOR INTERNATIONAL SHIPPING DOCUMENTS: |
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A. Sample documents, who normally completes them, and how they are used: |
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1. Shipper's Letter of Instructions 2. Commercial Invoice 3. Packing List 4. Shipper's Export Declaration (SED) 5. Pre-Inspection Certificate (PIC) 6. Certificate of Insurance 7. Certificate of Origin 8. Consular Invoice 9. Dock Receipt 10. Ocean Bill of Lading 11. Air Waybill of Lading 12. Apostille (International Notarization) |
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V. |
SECURE AN EXPORT LICENSE: |
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A. U.S. Export Administration Regulations (EAR) |
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B. U.S. Economic and Trade Sanctions |
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C. U.S. Anti-Boycott Laws and Foreign Corrupt Practices Act |
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VI. |
FOREIGN IMPORT DUTIES AND TAXES: |
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A. How to calculate landed cost including import duties and taxes. |
RECEIVING PAYMENT FOR YOUR EXPORT SALES (2008)
Table of Contents
I. |
FACTORS TO BE CONSIDERED IN DETERMINING THE METHODS OF EXPORT PAYMENT YOU WILL ACCEPT: |
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A. What is the competitive situation in individual export markets? |
II. |
METHODS OF PAYMENT FOR YOUR EXPORT SALES: |
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A. Cash in Advance of Shipment: |
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1. Transaction Flow Chart: Cash in Advance of Shipment |
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B. Letter of Credit (L/C): |
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1. Parties involved in a letter of credit transaction 2. Advised, confirmed and irrevocable letters of credit 3. List: Exporter's Checklist for Analyzing Letters of Credit 4. Amendments and correction of discrepancies in letters of credit 5. Common discrepancies in letters of credit received by banks 6. Transaction Flow Chart: Payment by Sight Draft with Letter of Credit 7. Transaction Flow Chart: Payment by Time Draft with Letter of Credit 8. Example of: Transferable Letter of Credit 9. Example of: Assignment of Proceeds Letter of Credit 10. Example of: Back-To-Back Letter of Credit 11. Example of: Red Clause Letter of Credit 12.Example of: Revolving Letter of Credit 13. Example of: Standby Letters of Credit |
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C. Collections (without the use of a letter of credit): |
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1. Transaction Flow Chart: Documents Against Payment (D/P) by Sight Draft 2. Transaction Flow Chart: Documents Against Payment (D/P) by Time Draft |
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D. Open Account: |
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1. Transaction Flow Chart: Consignment of Goods |
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E. Consignment of Goods: |
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1. Transaction Flow Chart: Consignment of Goods |
III. |
HEDGING AGAINST FOREIGN CURRENCIES |
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A. Example of: Hedging of an Export Transaction (Open Account) |
IV. |
FINANCING OR SELLING EXPORT ACCOUNTS RECEIVABLE: |
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A. Example of Direct Financing of Accounts Receivable |
V. |
BARTER OR COUNTERTRADE: |
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A. Barter: |
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B. Countertrade: |
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1. Compensation Transaction 2. Counter purchase 3. Offset 4. Product Buyback |
Course Material
Textbook Included: The Export Sales & Marketing Manual 2008 (21st) Edition
Instructor
Instructor: John R. Jagoe - one of the most experienced international traders in the United States. A graduate of Thunderbird, The Gavin School of International Management, he has worked as an executive in eight countries: Australia, Costa Rica, Guatemala, Puerto Rico, Panama, Italy, England and Germany. He has appointed 300 agents and distributors for U.S. exporters in 60 countries around the world.