000			01897nam a2200181 4500
001			835
005			20230410115600.0
008			060907n1996 dr spa
035			_9funglode839
041			_aEN
050	1	4	_aHF 1416.5 W453 1996
100			_aWells, L. Fargo
245	1		_aSelling to the world / _cL. Fargo Wells
260			_aNew York : _bMcGraw-Hill, _c1996
300			_axv, 333 p. / 23 cm.
520			_aGetting 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
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999			_c44037 _d44037