The Art of International Negotiation

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also by Business Books MANAGING YOUR EXPORT OFFICE ERIC A T SWIFT Exporting is a vital business function which needs to be well organised and operated for maximum effectiveness. Particularly under today's economic conditions the need for improving this side of a company's activities can be crucial, not only to maintaining a thriving business but also as a contribution to the health of the nation as a whole. In this book, Eric Swift has segregated all the various activities connected with export. He explains in simple terms their function and relationship within the management structure of a company, as well as the international environment. The first of these is export marketing, which is mainly concerned with original research into potential overseas markets, product planning, advertising and promotion and sales. The second covers the commercial services needed to support the function. Once the initial planning is over estimates must be prepared, prices have to be fixed and... Tovább

Fülszöveg

also by Business Books MANAGING YOUR EXPORT OFFICE ERIC A T SWIFT Exporting is a vital business function which needs to be well organised and operated for maximum effectiveness. Particularly under today's economic conditions the need for improving this side of a company's activities can be crucial, not only to maintaining a thriving business but also as a contribution to the health of the nation as a whole. In this book, Eric Swift has segregated all the various activities connected with export. He explains in simple terms their function and relationship within the management structure of a company, as well as the international environment. The first of these is export marketing, which is mainly concerned with original research into potential overseas markets, product planning, advertising and promotion and sales. The second covers the commercial services needed to support the function. Once the initial planning is over estimates must be prepared, prices have to be fixed and contracts must be negotiated and drawn up. Allied to all this are such anciliary matters as the provision of spares and after-sales service. The third factor is despatch and distribution of the goods, without which the rest of the activity is worth little. The special topics of export finance and international trade law are covered in separate chapters. The last part of the book contains practical advice on export documentation and control, together with a section on services and agencies of help available for the exporter from both private and government sources. All those concerned with exporting should appreciate the author's treatment of each activity as a specialised function - although he accepts that different companies may have different priorities. His justification for this is perfectly clear, for only by the successful interrelation of the parts can the whole operation achieve an acceptable level of profitability. This timely book will appeal to all managers concerned with the export function, and to students sitting Institute of Export and Institute of Marketing examinations. Vissza