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.