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CHAPTER 7: MAKING CONTACTS
After a company has identified its most promising markets and devised
strategies to enter those markets, the next step is to actually locate
a buyer. If that buyer is the end user of a company's product or service,
a relatively simple transaction may result. In many cases, however,
U.S.
exporters need an in-country presence through a representative or
distributor
to reach the eventual buyer. Alternatively, the firm may identify
customers
through attendance at trade shows, trade missions, direct mail campaigns,
and advertising.
Regardless of how the exporter makes contacts and develops sales leads,
the exporter faces many questions:
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