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  • Steps to export success
    • 1 Planning and preparing
    • 2 Export marketing research
    • 3 The export plan
    • 4 Export marketing and promotion
    • 5 Sales negotiation and quoting
    • 6 The export order
    • 7 Producing the goods
    • 8 Outbound logistics
    • 9 Payment
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Home » Steps to export success » 2 Export marketing research » Preparing a research brief » Implementing the research brief » Evaluate the shortlisted countries » In-market research » Techniques for formal in-market research

Techniques for formal in-market research

A variety of techniques can be used for gathering information in the field and these vary in terms of cost and degree of sophistication. The four basic types of technique which can be used at either consumer or industrial level, are:

  1. Personal interviews
  2. Telephone interviews
  3. Postal surveys
  4. Store visits
  5. Test marketing
  6. Motivational research

Steps to exporting success

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

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