Preface and Acknowledgments

Section I. The Vision

Chapter 1. Developing an Export Strategy

Determining Your Products’ Export Potential
Assessing Your Company’s Export Readiness
Developing An Export Plan

Chapter 2. Developing a Market Plan

Market Research
Methods of Market Research
Step-by-Step Approach to Market Research
Sources of Market Research

Chapter 3. Export Advice

Making the Government Work for You
Assistance Sources
Small Business Administration
Department of Agriculture
Foreign Requirements for U.S. Products and Services
District Export Councils
State Governments
Commercial Banks
Export Intermediaries
World Trade Centers and International Trade Clubs
Chambers of Commerce and Trade Associations
American Chambers of Commerce Abroad
International Trade Consultants and Other Advisors

Chapter 4. Methods/Channels

Approaches to Exporting
Distribution Considerations
Indirect Exporting
Direct Exporting
Locating Foreign Representatives and Buyers
Negotiating an Agreement with a Foreign Representative

Chapter 5. Making Contacts

Department of Commerce, Business Contact Programs
Department of Commerce Trade Event Programs
Other Department of Commerce Programs
Department of Agriculture, Foreign Agricultural Service
Agency for International Development
U.S. Trade and Development Agency
State and Local Government Assistance
Business and Service Organization Contacts
Promotion in Publications and Other Media

Chapter 6. Technology Licensing /Joint Ventures

Technology Licensing
Joint Ventures

Chapter 7. Preparing Your Product for Export

Questions to Consider
Product Adaptation
Engineering and Redesign
Branding, Labeling, and Packaging
Installation
Warranties
Servicing

Chapter 8. Service Exports

Typical Service Exports
Exporting of Services
Marketing Services Abroad
Government Support for Service Exports

Chapter 9. International Legal Considerations

Export Regulations
Antidiversion, Antiboycott, and Antitrust Requirements
Foreign Corrupt Practices Act
Food and Drug Administration and Environmental Protection Agency Restrictions
Import Regulations of Foreign Governments
Customs Benefits for Exporters
Effect of North American Free Trade Agreement
U.S. Customs Bonded Warehouses
How to Establish a Customs Bonded Warehouse
Foreign Sales Corporations
Intellectual Property Considerations

Section II. Technical

Chapter 10. Shipping Your Product

Freight Forwarders
Packing
Labeling
Documentation
Shipping
Insurance
Tariffs

Chapter 11. Pricing, Quotations, and Terms

Pricing Considerations
Quotations and Pro Forma Invoices
Terms of Sale

Section III. Conducting Business Abroad

Chapter 12. Methods of Payment

Prudent Credit Practices
Cash in Advance
Documentary Letters of Credit and Documentary Drafts
Letters of Credit
Documentary Drafts
Open Account
Other Payment Mechanisms
Foreign Currency
Payment Problems

Chapter 13. Financing Export Transactions

Extending Credit to Foreign Buyers
Commercial Banks
Other Private Sources
Government Assistance Programs
The Export-Import Bank of the United States
Small Business Administration
Department of Agriculture
Overseas Private Investment Corporation
Multilateral Development Banks
State and Local Export Finance Programs

Chapter 14. Business Travel Abroad

Proper Documentation
Planning an Itinerary
Check List for Business Meetings and Travel Abroad
Assistance from U.S. Embassies and Consulates
Cultural Factors

Chapter 15. Selling Overseas

Responding to Inquiries
Learning about Potential Clients
Business Practices in International Selling
Building a Working Relationship

Chapter 16. After-sales Service

Service Delivery Options
Legal Considerations
New Sales Opportunities and Improved Customer Relations

Unz & Co. "Basic Guide to Exporting" 1998-9 *** NOT CURRENT EDITION!!