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A BASIC GUIDE TO EXPORTING



USING A BASIC GUIDE TO EXPORTING

A Basic Guide to Exporting is designed to help U.S. firms learn the costs and risks associated with exporting and develop a strategy for exporting. Ten keys to export success will be explored, along with ways to avoid the pitfalls and roadblocks that may be encountered. Five appendixes are provided for reference: I, Export Glossary; II, Directory of Federal Export Assistance; III, State and Local Sources of Assistance; IV, U.S. and Overseas Contacts for Major Foreign Markets; and V, Selected Bibliography.

The guide discusses what decisions need to be made and where to get knowledge to make those decisions. Although it is a publication of the U.S. Department of Commerce, it directs readers to sources of assistance throughout the federal and state governments as well as the private sector.

For more information regarding the Basic Guide,
Contact: Trade Information Center
1-800-USA-TRAD


TABLE OF CONTENTS

Acknowledgments

Introduction ( HTML | text )

PART A. BEFORE THE SALE

Chapter 1. Export Strategy ( HTML | text )

Chapter 2. Export Advice ( HTML | text )

Chapter 3. Market Research ( HTML | text )

Chapter 4. Methods of Exporting and Channels of Distribution ( HTML | text )

Chapter 5. Preparing products for Export ( HTML | text )

Chapter 6. Service Exports ( HTML| text )

Chapter 7. Making Contacts ( HTML | text )

Chapter 8. Business travel abroad ( HTML | text )

PART B. MAKING THE SALE

Chapter 9. Selling overseas ( HTML | text )
  • Responding to inquiries
  • Separating the wheat from the chaff
  • Business practices in international selling
  • Building a working relationship

Chapter 10. Pricing, quotations, and terms ( HTML | text )
  • Pricing considerations
  • Foreign market objectives
  • Costs
  • Market demand
  • Competition
  • Pricing summary
  • Quotations and pro forma invoices
  • Terms of sale

Chapter 11. Export regulations, customs benefits, and tax incentives ( HTML | text )
  • Export regulations
  • Antidiversion, antiboycott, and antitrust requirements
  • Foreign Corrupt Practices Act (FCPA)
  • Food and Drug Administration (FDA) and Environmental Protection Agency
  • (EPA) restrictions
  • Import regulations of foreign governments
  • Customs benefits for exporters
  • Foreign sales corporations
  • Commerce assistance related to multilateral trade negotiations
  • Bilateral trade agreements
  • Intellectual property rights considerations
  • Arbitration of disputes in international transactions
  • The United Nations sales convention

PART C. AFTER THE SALE

Chapter 12. Documentation, shipping, and logistics ( HTML | text )
  • Freight forwarders
  • Packing
  • Labeling
  • Documentation
  • Shipping
  • Insurance

Chapter 13. Methods of payment ( HTML | text )
  • Cash in advance
  • Documentary letters of credit and drafts
  • Credit cards
  • Open account
  • Other payment mechanisms
  • Decreasing credit risks through credit checks
  • Collection problems

Chapter 14. Financing export transactions ( HTML | text )
  • Extending credit to foreign buyers
  • Commercial banks
  • Other private sources
  • Government assistance programs
  • State and local export financing programs

Chapter 15. After-sales service ( HTML | text )
  • Service delivery options
  • Legal considerations
  • New sales opportunities and improved customer relations

Chapter 16. Technology licensing and joint ventures ( HTML | download )
  • Technology licensing
  • Joint ventures

APPENDICES

Appendix I. Export glossary ( HTML | text )
Appendix II. Directory of federal export assistance ( HTML | text )
Appendix III. State and local sources of assistance ( HTML | text )
Appendix IV. U.S. and overseas contact for major foreign markets ( HTML | text )
Appendix V. Selected bibliography ( HTML | text )

Source: STAT-USAÆ/InternetTM, a service of STAT-USAÆ, U.S. Department of
Commerce.

From USDOC, International Trade Administration
Source: STAT-USA/InternetTM, a service of STAT-USA, U.S. Department of Commerce.

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