TY  - BOOK
AU  - Wells, L. Fargo
TI  - Selling to the world
AV  - HF 1416.5 W453 1996 
PY  - 1996///
CY  - New York
PB  - McGraw-Hill
N2  - Getting ready, 1. -- Potentials : Bring the world to your doorstep - and make money doing it, 3. --    Preparing for the export venture, 15. -- Structuring. -- Structure : putting the framework in place, 23. -- Basic strategies : Detemiining your export - import strategies, 35. -- Distribution strategies. --   Who on earth?, 56. -- Exploring territorial strategies, 67. -- The roadmap : Where in the world?.  The Western hemisphere, 69. -- Where in the world?.  Europe and Africa, 89. -- Where in the world?.  Asia and the Pacific, 114. -- International selling and promotion, 137. -- Selling tactics and searching for leads : Introducing your product overseas, 139. -- Response and quotation : Responding to everseas sales inquires, 149. -- Traveling, 161. -- Selling overseas, 163. -- Transacting foreign trade, 175. -- The esport process : The anatomy of an export transaction, 177. -- The import process : Preparing for an import transaction, 199. -- Getting paid : Letters of credit and payement terms :  definitions and strategies, 214. -- Export finance : An introduction to export / import finance, 243. --  Protecting profits : Insuring your import / export business, 251. -- Public sector programs, 265. --     Getting help to the marketplace : Government support for export marketing, 267. -- Help with export financing : Government export finance suppport, 289. -- Avoiding problems : U.S. and International Trade Regulation, 297
ER  -