Plan Your Export Drive

Fülszöveg

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This book is a clear, concise and forceful presentation of lessons learned and facts accumulated by a wide range of successful exporters.
It is an invaluable aid for newcomers to export selling and to old hands who may be tackling new territories for the first time. All export markets are now the scene of intense competition and only the well-prepared salesman can bring back the orders. Traditional ties, traditional methods of selling and the traditional type of salesman have gone by the board. New industrial nations are ousting established suppliers, young companies are beating old-established firms in the export race and a new generation of salesmen are proving that ideas, personality and sales technique are of equal importance to quality and price of the product.
The book is divided into two distinct but essentially inter-relating parts.
Part One describes the approach to export selling which has gained success for top sales directors from many... Tovább

Fülszöveg

I . ¦
r I ¦¦
I i ! ¦ M
This book is a clear, concise and forceful presentation of lessons learned and facts accumulated by a wide range of successful exporters.
It is an invaluable aid for newcomers to export selling and to old hands who may be tackling new territories for the first time. All export markets are now the scene of intense competition and only the well-prepared salesman can bring back the orders. Traditional ties, traditional methods of selling and the traditional type of salesman have gone by the board. New industrial nations are ousting established suppliers, young companies are beating old-established firms in the export race and a new generation of salesmen are proving that ideas, personality and sales technique are of equal importance to quality and price of the product.
The book is divided into two distinct but essentially inter-relating parts.
Part One describes the approach to export selling which has gained success for top sales directors from many parts of the world, covering the long term policy decisions, the selection of overseas agents and the way in which export salesmen must treat and work with overseas agents for the best results.
In the first section, chapters also cover vital topics such as business gifts and bribery, hotelmanship, and economical, unorthodox methods of publicity never before touched upon in any other book of this type.
Part Two takes each major export market area of the world, from EFTA and EEC to South East Asia, Africa, Australasia and North and South America. An especially valuable chapter deals with
concluded on back flap
the particular requirements of approaching the growing markets of East Europe.
Read as a whole, Plan Your Export Drive provides an insight into modern export salesmanship, giving the reader an overall picture of sales techniques and the individual features of the world's markets. Each chapter can, however, be read as a self-contained portrait of a specific market or a specific aspect of selling.
This book is unique because the qualifications of the author are unique. Sydney Paulden, a Cambridge M.A., has the necessary, wide-ranging industrial background ; he has spent the last eight years touring manufacturing and sales companies throughout the world. His foreign languages include French, German, Italian and some Swedish. Most important, perhaps, are his qualifications as a writer. He is the Editor of Industrial Intelligence, the journal specialising in reviewing developments in foreign industry and Editorial Director of Envoy Journals Ltd., publishers of international magazines. No one could claim more experience in meeting international businessmen and reporting on the most important aspects of their success. Plan Your Export Drive is a distillation of that experience. Vissza