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CHAPTER 10: PRICING, QUOTATIONS & TERMS
Proper pricing, complete and accurate quotations, and choice of terms
of
sale and payment are four critical elements in selling a product or
service
internationally. Of the four, pricing is the most problematic, even
for
the experienced exporter.
PRICING CONSIDERATIONS
- At what price should the firm sell its product in the foreign market?
Does the foreign price reflect the product's quality? Is the price
competitive?
- Should the firm pursue market penetration or market-skimming pricing
objectives abroad?
- What type of discount (trade, cash, quantity) and allowances (advertising,
trade-off) should the firm offer its ...