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I. |
TYPES OF EXPORT SALES REPRESENTATIVES:
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A. Commissioned Export Sales Agent (CESA):
- Definition and characteristics of a CESA . . . . . . . . . . . . . . . .
- Illustration: Services provided by a CESA
- Action Plan:
How to become an Export Sales Agent
B. Export Management Company (EMC):
- Definition and characteristics of an EMC
- Illustration: Services provided by an EMC
C. Export Trading Company (ETC):
- Definition and characteristics of an ETC
- Illustration: Services provided by an ETC
D. Full Stocking Distributor (FSD):
- Definition and characteristics of an FSD
- Illustration: Services provided by an FSD
E. Summary of customer services provided by type of export
sales representatives:
- Interim Quiz:
Types of Export Sales Representatives
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II. |
DETERMINE THE TYPE OF EXPORT SALES REPRESENTATIVE YOU WILL NEED:
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A. Factors to consider in selecting your Export Sales
Representatives:
- Financial risks involved
- Control over your export markets
- Taking physical possession and title to goods
- Availability of local channels of distribution
B. Establish your export pricing policies:
- Importance of calculating correct export prices
- Interim Quiz:
Determine the Types of Export Sales Representatives You Will Need
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III. |
IDENTIFY POTENTIAL EXPORT SALES REPRESENTATIVES:
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A. Collect information on potential export sales representatives:
- Review the data that you have collected in course 1
- Study U. S. Department of Commerce online resources
- Participate in internationally-oriented trade shows
- Network at export-related conferences and seminars
- Organize the research information you have secured
- Interim Quiz:
Identify Potential Export Sales Representative
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IV. |
SELECT POTENTIAL EXPORT SALES REPRESENTATIVES
TO BE INTERVIEWED:
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A. Devise a standard evaluation form
- Important factors to consider in the evaluation process
- Illustration: Checklist for Evaluating
Export Sales Representatives
B. Identify your most promising potential export sales
representatives:
- Be decisive in your selections!
- Retain information about candidates whom you have rejected
C. Contact your most promising potential export sales
representatives:
- Write to the preliminary candidates that you have chosen
- Illustration: Guidelines for international correspondence
- Illustration: Initial contact letter to potential distributors . . .
- Follow-up letters to those who did not reply to initial letter
- Handling of unsolicited e-mails
D. Select your most promising candidates for personal interviews:
- Limit the number of final candidates to three
- Letter arranging for personal interviews with final candidates
- Thank you letters to those candidates whom you have rejected
- Interim Quiz:
Select potential representatives to be interviewed
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V. |
TRAVEL TO YOUR PRIMARY EXPORT MARKETS:
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A. Why is it necessary to travel to your export markets?
- There is no substitute for face-to-face contact!
B. Tips when planning your overseas trips:
- Delegate your home office responsibilities while traveling
- Time differences, national holidays and currency values
- Confirm meetings with your overseas hosts before leaving
- Avoid jet lag upon arrival. Do not make trips too long
- Include time in for on-site visits, shopping and relaxing
- Security at airports in the United States and overseas
C. Foreign customs and business practices:
- Entry requirements into foreign countries
- Business Culture Guide
D. Checklist of items to take on your overseas trips:
- Illustration: Checklist of items
to take on overseas trips . . .
E. How to protect yourself while traveling overseas:
- Ten steps to take to protect yourself while traveling overseas:
F. Medical evacuation insurance:
- Medical Evacuation Insurance Companies
- The Tragic Story of the Midwest Businessman
G. Returning to the United States from overseas:
- Completion of CBP Declaration Form 6059B
- Interim Quiz:
Traveling to your potential export markets
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VI. |
INTERVIEW POTENTIAL EXPORT SALES REPRESENTATIVES:
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A. Initial evaluation of candidates through interviews:
- Purpose and content of interviews
- Behavior during interviews
- Concluding interviews
B. Select two candidates for final evaluation:
- Visit the facilities of the two final candidates
C. Appoint your export sales representative:
- Sign the export marketing agreement (See Course 4)
- Visit your new export representative on a regular basis
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VII. |
APPOINT YOUR EXPORT SALES REPRESENTATIVES:
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A. Execute the export marketing agreement as soon as possible:
- Refer to Course 4 for examples and analysis of actual agreements
- Contact and thank the candidates you have not chosen
- Visit your representatives on a regular basis during the year
- Interim Quiz:
Appoint Your Export Sales Representative
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VIII. |
FINAL COURSE EXAMINATION
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IX. |
ADDITIONAL FEATURES:
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A. Glossary of export terms used in this course
B. Course reference and research sources
C. Instructor messaging for student questions
D. Updating of course information daily
Who should take this course? Sales and marketing executives, export consultants, export agents,
college educators, export trainers, government employees and entrepreneurs seeking a new career.
Available: Immediately. Completion time: 4 to 8 hours.
Tuition: $195.00 if ordered individually, or $146.25 if ordered as part
the Complete Package of six courses and certification examination.
To discuss educational discounts, volume pricing, licensing and re-labeling arrangements,
please contact the Export Institute at (952) 943-1505 or
http://www.exportinstitute.com.
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When you have completed these courses, you will be able to compete with
exporters anywhere in the world. Take the time to study our Website. It
includes course content, sample pages and other valuable export information.
Make as many copies as you like and contact us if you have questions.
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