Module
Unit 1 Export Rationale and Assistance
In this Unit Ireland is used as an example of export rationale and 'who can help'. This example serves as a model for researching the learner's home country
Learning Objectives:
- The advantages of entering the export market.
- How to select markets.
- How to prepare for the export operation.
- Agencies from whom exporters can obtain assistance and advice.
- The importance of research into competitors and market research. Services which can be provided by export buying and confirming houses.
Unit 2 Export Pricing
Learning Objectives:
- The various costs which must be considered when exporting.
- The format of quotations and the detail which should be included.
- Which terms of delivery to use and their effect on the price quoted.
- How Incoterms protect the buyer and the seller.
- The procedures involved in pre-shipment inspection - how to avoid pitfalls.
Unit 3 Working with Agents and Distributors
Learning Objectives:
- The services provided by agents and distributors and how to obtain maximum benefit from the relationship.
- The distribution channels available to the exporter and the principles of each.
- How to select the best channel and specific agent or distributor.
- The importance of the distribution contract, the clauses which should be included and the legal implications.
- The key elements in training the distributor.
- The importance of motivating the distributor and agent.
Unit 4 Selling Overseas
Learning Objectives:
- The importance of visits to overseas markets and the necessity of thorough preparation and establishment of objectives before leaving.
- How to deal with the type of queries which regularly arise during visits to clients and agents, etc.
- The importance of setting promotion and advertising budgets and of providing high quality literature.
- The benefits of involvement in trade fairs and exhibitions overseas.
Unit 5 Transit Insurance
Learning Objectives:
- The general mechanics of the marine insurance market.
- The level of protection which can be provided under an export policy.
- The cost of cover and method of calculation of premiums.
- Insurance documentation.
- The advantages of an 'open cover' policy.
- The procedures involved in making a claim.