John Wiley & Sons, I nc c 1998
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EXPORT AND IMPORT
MANAGEMENT
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Export and Import Management
• Overview
• 1. Organizing for Exports
• 2. Indirect Channels of Distribution
• 3. Direct Export Marketing
• 4. Linkages between Foreign Direct
Investment and Exports
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Export and Import Management (cont)
• 6. Role of the Government in Promoting
Exports
• 7. Managing Imports - The Other Side of
the Coin
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Overview
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1.
Organizing
for Exports
• Research for Exports
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2. Indirect Channels of Distribution
– combination export manager (CEM) – export merchants
– export commission house – trading companies
– Exhibit 17-2 Major Types of Trading
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3. Direct Export Marketing
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5. Mechanics of Exporting
– Exhibit 17-4 FORM 7525-V: Information to be Reported On The Shipper’s Export Declaration
• Legality of Exports
– Exhibit 17-5 U.S. Export Licensing Authorities for Specific Commodities
• Export Transactions
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5. Mechanics of Exporting (cont)
• Payment Terms
– Exhibit 17-7 Terms of Payment in an Export Transaction
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6. Role of the Government in Promoting
Exports
• Export - Import Bank
• U.S. Tariff Concessions
– Exhibit 17-8 Financial Assistance to Exporters, 1993
– Foreign Trade Zone
– Foreign Sales Corporation
– American export Trading Company
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7. Managing Imports
The Other Side of the Coin
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8. Mechanics of Importing
• Entry of Imports into the United States
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9. Gray Markets
• Why Gray Markets Develop
– Currency Fluctuations
– Differences in Market Demand – Segmentation Strategy
