Unit 14 - Buyers and Distributors

Objective of this Unit

Potential exporters must, logically,find buyers for their exporter – that is the entire point of exporting: sellingto a foreign market and realizing profits from doing so. This Unitsuggests ways to locate potential buyers …and indirect buyers throughdistributors.

Unit 15 - Selecting a Representative 

Objective of this Unit

In many cases potential exporterswill find working with a sales representative in a given foreign market anexpedient way to manage their export activities. This Unit describes howto go about finding and selecting such a representative and then suggests howthe agreement between the two should be written.

Unit 16 - Query Management, ProductInformation, Price Quote

Objective of this Unit

Exportersmay learn of demands for their product or service from a number of channels ofcommunication. This Unit shows how to manage such inquires and how to prepare aprice estimate for the product or service to be exported.