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Basic Guide, Selling Overseas

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CHAPTER 9: SELLING OVERSEAS

Many successful exporters first started selling internationally by responding to an inquiry from a foreign firm. Thousands of U.S. firms receive such requests annually, but most firms do not become successful exporters. What separates the successful exporter from the unsuccessful exporter? There is no single answer, but often the firm that becomes successful knows how to respond to inquiries, can separate the wheat from the chaff, recognizes the business practices involved in international selling, and takes time to build a relationship with the client. Although this may seem to be a large number of factors, they are all related and flow out ...

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