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  • Export acronyms
    • Export acronyms – A
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  • Export articles
    • Chemical Industry Links
    • Foreign Exchange case study
    • The law and exports
    • The power of websites
  • Export codes
    • Airline codes
      • IATA Airline codes – A
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      • Sort by: ALPHA-2
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      • Accessing global HS-based tariffs
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      • Part A: Business readiness
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• Steps to export success
  • 1 Planning and preparing
    • Broad mission statement & initial budget
    • Confirming management’s commitment to exports
    • Current business viability
      • Checklist: Business viability
    • Environments you may encounter
      • Economic environment
        • Competitive & complementary products
        • Degree of government intervention
        • Demographic factors
        • Disposable income
        • Gross Domestic Product (GDP)
        • Industrialised vs developing countries
        • International trade agreements
        • Trading blocs
      • Legal environment
      • Physical environment
      • Political environment
      • Sociocultural environment
        • Aesthetics
        • Language
        • Material culture
        • Religious beliefs, attitudes, values, space & time
        • Social organisation
      • Technological environment
    • Export readiness
      • Export readiness checklist
      • Part A: Business readiness
      • Part B: Product & production
      • PART C: Market & marketing
      • Part D: Export development
    • The Exporting context
      • Barriers to exporting
      • Benefits of exporting
      • Drawbacks of exporting
      • What is marketing?
    • Undertaking an initial SWOT analysis of the firm
      • Export SWOT checklist 1
  • 10 Follow up Service and Support
    • CRM
    • Guarantees
    • Service
    • Support
    • Warantees
  • 2 Export marketing research
    • Preparing a research brief
      • Conclusion
      • Evaluating the cost/benefit of export marketing research
      • Export research budget
      • Implementing the research brief
        • Compile a shortlist of countries
        • Evaluate the shortlisted countries
          • Circumstances favouring Agency Research
          • Circumstances favouring In-house research
          • Commissioning an external marketing research agency
          • Desk research
            • Sources of information for desk research
          • In-market research
            • Problems with in-market research
            • Techniques for formal in-market research
              • Motivational research
              • Personal interviews
              • Postal surveys
              • Store visits
              • Telephone interviews
              • Test marketing
          • Researching the foreign target market
      • Research methodology
      • Research objectives
      • Reserach schedule
    • Preparing a research report
      • Compiling the marketing research report
      • The structure of the export research report
  • 3 The export plan
    • Costing and pricing
      • Cost reduction alternatives
      • Costing for exports
      • Costing Guidelines
      • Export price
      • Marginal cost pricing
      • Pricing strategy
    • Export financing
      • Alternative sources of financing
      • Bank financing
      • Credit terms
      • Export receivables
      • Foreign currency loans
      • Incoterms
      • Payment methods as a means of financing
      • Payment terms and export financing
      • Pricing as a means of financing
    • Market entry channels decisions
      • Contracting
      • Indirect exporting
      • Licensing and franchising
        • Factors affecting the investment decision
      • Manufacturing abroad
      • Representation in international trade
    • Obtaining approval for your export plan
    • Outlining an implementation schedule for your export activities
    • Preparing an export market strategy
      • Export distribution
      • Export promotion
      • The export price
      • The export product
        • Improving the production process
        • Labelling for exports
        • New product development
        • Packaging for exports
        • Product brands and trademarks
        • Product modification
        • Product quality & design
        • Product servicing
    • Preparing an export research budget
    • Preparing and presenting your export plan
    • Revisiting the export SWOT analysis
    • Setting export objectives
    • Synopsis of research already done
  • 4 Export marketing and promotion
    • Advertising
    • Deciding on the core message(s) you will use to promote your product and company
    • E-marketing
    • Export promotion
    • PR and publicity
    • Step 1: Deciding on a suitable mix of promotional elements
      • Direct marketing
        • Internet marketing
        • Publicity
      • Personal selling
      • Sales promotion
        • Trade fairs
          • Actually participate in the trade fair
          • Book the stand
          • Ensure follow-up on your trade fair participation afterwards
          • Objectives for participating in a trade fair
          • Organise to participate in the trade fair
          • Prepare a budget for your trade fair
          • Preparing for a trade fair
          • Select a trade fair that will meet your objectives
          • The role of trade fairs as a marketing tool
          • Types of trade fairs
  • 5 Sales negotiation and quoting
    • Documentary collections
    • Documentary credits
    • Quotation/Proforma invoice
    • Quoting for exports
    • Remitting cash payment
    • The art of negotiating in exports
    • The selling process
      • Approaching the buyers
      • Closing and following-up the sale
      • Making a presentation
      • Overcoming objections
      • Preapproach
      • Prospecting for buyers
  • 6 The export order
    • The start of the export sequence
      • The export sequence: Step 1
      • The export sequence: Step 10
      • The export sequence: Step 11
      • The export sequence: Step 12
      • The export sequence: Step 13
      • The export sequence: Step 14
      • The export sequence: Step 15
      • The export sequence: Step 16
      • The export sequence: Step 2
      • The export sequence: Step 3
      • The export sequence: Step 4
      • The export sequence: Step 5
      • The export sequence: Step 6
      • The export sequence: Step 7
      • The export sequence: Step 8
      • The export sequence: Step 9
  • 7 Producing the goods
    • Sustainable competitive advantage
      • The export product
        • Brand
        • Design
        • Factors favouring product standardisation
        • Materials
        • Pricing
          • Approaches to pricing
            • Reviewing the pricing process
              • Cost reduction strategies
              • Marginal cost pricing
          • Costing guidelines
          • Export pricing strategies at your disposal
          • From an export price to a final selling price
            • Additional costs
          • Price analysis of target market
          • The export price – your key to success
        • Product modification – adaptation vs standardisation
          • Factors favouring product adaptation
          • Mandatory product modifications
          • Obsolete products
        • Productivity
        • Quality
        • Research & design
        • Staff & training
        • Standardisation of your export promotion effort
        • Technology
    • The production process
      • Inbound logistics
      • Labelling
      • Packaging
      • Processing
        • Improving the production process
      • Sourcing raw materials and components
  • 8 Outbound logistics
    • Between market transportation
      • Air freight
        • Air freight calculations
      • Containerisation
      • Rail freight
      • River freight
      • Road freight
      • Sea freight (between market)
        • Sea freight calculations (between market)
        • Sea freight payment terms (between market)
    • Export distribution
      • In-market distribution decisions
      • Market entry channels decisions
      • Physical distribution
      • The influence of payment and incoterms on distribution
      • The whole channel concept
    • Foreign market logistics
      • Foreign market distribution decisions
      • Import clearance
      • Import documentation
        • Export certification (foreign logistics)
        • Letter of credit
        • The commercial invoice
        • The export contract
        • The packing list
        • The proforma invoice
          • Proforma invoice completion guide
        • The quotation
        • Transport documents
          • Air waybill
          • Bill of lading
          • Export cargo shipping instruction
          • Freight transit order
          • Road consignment note
      • Import licensing / certification
      • Import tariffs
      • In-market transportation
        • Air freight (foreign market logistics)
          • Air freight calculations (foreign market logistics)
        • Containerisation (foreign market logistics)
        • Rail freight (foreign market logistics)
        • River freight (foreign market logistics)
        • Road freight (foreign market logistics)
        • Sea freight (foreign)
          • Sea freight calculations (foreign)
          • Sea freight payment terms (foreign market)
      • Storage and port handling
    • Home market logistics
      • Export documentation
        • Bill of entry export
        • Commercial invoice
        • Export permit
        • Exporter registration form
          • AGOA
          • General exporter
          • GSP
          • SACU / EFTA
          • SADC
          • TDCA
        • Form E (repatriation of foreign exchange earnings)
        • Form NEP (no foreign exchange proceeds)
        • Letter of credit
          • More about letters of credit
          • Types of letter of credit
      • Export licensing / certification
        • Export permit
      • Marine Insurance
        • Duration of cover
        • General average
        • Insurable interest and value
        • Insurance premium
        • Marine cover
        • Utmost good faith
        • War risks
      • Storage & port handling
        • Customs clearance
        • Export clearance
  • 9 Payment
    • Payment methods
      • Documentary collections
      • Documentary Credits / Letters of Credit
        • More about letters of credit
        • Types of letters of credit
      • Export documentation
      • Forex
      • Letter of credit
      • Open account
      • Payments in advance
    • Payment terms
      • Credit terms
      • Incoterms
      • Remitting cash payment
• test
• Trade missions
• Trade statistics
  • Data Mapper®
    • IMF Data Mapper® user guide
      • IMF Data Mapper – The right-hand side (main) window
      • IMF Data Mapper® – The top information bar
      • IMF Data Mapper® The left-hand side window
      • The IMF Data Mapper® data structure
  • Economic statistics
  • SA Reserve Bank
  • SA statistics
  • UNCTAD statistics