I. | FACTORS THAT WILL DETERMINE THE TYPES OF EXPORT SALES REPRESENTATIVES YOU WILL NEED: |
| | A. What financial risks are you willing to take in future export transactions?
B. How much control over the sale of your products do you want to retain?
C. Do you want representatives to take physical possession and title to goods?
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| II. | TYPES OF EXPORT SALES REPRESENTATIVES THAT YOU CAN USE: |
| | A. Commission Export Sales Agents (CESA): |
| | 1. Definition and characteristics of a CESA
2. Table: Services Provided and Not Provided by a CESA
3. Flow Chart: Complete Export Transaction Using a CESA
4. Illustration: Price Quotation/Proforma Invoice Using a CESA |
| | B. Export Management Company (EMC) or Export Trading Company (ETC): |
| | 1. Definitions and characteristics of an EMC and an ETC
2. Table: Services Provided and Not Provided by an EMC or an ETC
3. Flow Chart: Complete Export Transaction Using an EMC or an ETC
4. Illustration: Price Quotation/Proforma Invoice Using an EMC or an ETC |
| | C. Full Stocking Distributor (FSD): |
| | 1. Definition and characteristics of a FSD
2. Table: Services Provided and Not Provided by a FSD
3. Flow Chart: Complete Export Transaction Using a FSD
4. Illustration: Price Quotation/Proforma Invoice Using a FSD |
| | D. What Marketing Responsibilities are involved in exporting? |
1. Summary Table: Marketing Functions to be Considered in Selecting Your
Export Sales Representatives
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| III. | ESTABLISH YOUR EXPORT PRICING POLICIES: |
| | A. Importance of having firm export prices when seeking export sales representatives:
1. Refer to the next course "Pricing Your Products and Budgeting for Export"
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| IV. | SELECT YOUR EXPORT SALES REPRESENTATIVES: |
| | A. Conduct an international market research program to identify candidates using: |
| | 1. Governmental sources of information
2. Non-Governmental sources of information
3. Other resources available on the Internet
4. Use information secured in previous course "Identifying Your Export Markets" |
| | B. Contact up to six preliminary candidates that appear to have the best qualifications: |
| | 1. List: Guidelines for Effective International Correspondence |
| | C. Analyze responses and select the three best candidates for final evaluation: |
| | 1. List: Checklist for Evaluating Potential Export Sales Representatives
2. Illustrations: Samples of Letters to Potential Export Sales Representatives |
| | D. Interview and evaluate the final three candidates: |
| | 1. Prepare for the interviews and take along important reference information.
2. Important questions to ask and topics to avoid during personal interviews.
3. Visit their facilities to observe their organization and personnel firsthand. |
| | E. Appoint an export sales representatives for each of your target markets: |
| | 1. Select the best candidate. Advise them that you would like to work with them.
2. Sign the representation contract as soon as possible after the final interview.
3. Thank each unsuccessful candidate in writing for their time and cooperation.
4. Make it a firm policy to visit each export sales representative regularly.
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Who should take this course: Sales and marketing executives, export management
consultants, export sales agents, export management companies, college educators,
export trainers, government officials, and entrepreneurs seeking a new career.
Available: Available NOW for registration. Estimated completion time: 4 to 8 hours.
Tuition: $195.00 at time of registration. To register,  .
To learn about educational discounts, volume pricing, licensing and re-labeling
arrangements, contact the Export Institute USA at (952) 943-1505.
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