TABLE OF CONTENTS

Acknowledgments

Introduction
     U.S. exports and the economy
     Ten keys to export success
     Using A Basic Guide to Exporting

PART A. BEFORE THE SALE

Chapter 1. Export Strategy
     Assessing a product's export potential
     Making the export decision
     The value of planning
     The planning process and the result
     Approaches to exporting

Chapter 2. Export Advice
     Department of Commerce
     Department of State
     Small Business Administration
     Department of Agriculture
     State government
     Commercial banks
     Export intermediaries
     World trade centers and international trade clubs
     Chambers of commerce and trade associations
     American chambers of commerce abroad
     International trade consultants and other advisors

Chapter 3. Market Research
     Methods of Market research
     A step-by-step approach to market research
     Sources of market research

Chapter 4. Methods of Exporting and Channels of Distribution
     Distribution considerations
     Indirect exporting
     Direct exporting

Chapter 5. Preparing products for Export
     Product Preparation considerations
     Product adaptation
     Engineering and redesign
     Branding, labeling, and packaging
     Installation
     Warranties
     Servicing

Chapter 6. Service Exports
     Typical service exports
     Exporting services versus products
     Marketing services abroad
     Government support for service exports

Chapter 7. Making Contacts
     Department of Commerce contact programs
     Department of trade event programs
     Other Department of Commerce programs
     Department of Agriculture Foreign Agricultural Service
     Agency for International Development
     Trade and Development Program
     State and local government assistance
     Business and service organization contacts
     Promotion in publications and other media

Chapter 8. Business travel abroad
     Planning the itinerary
     Other preparations
     Business preparations for international travel
     Assistance from U.S. embassies and consulates
     Carnets
     Cultural factors

PART B. MAKING THE SALE

Chapter 9. Selling overseas
     Responding to inquiries
     Separating the wheat from the chaff
     Business practices in international selling
     Building a working relationship

Chapter 10. Pricing, quotations, and terms
     Pricing considerations
     Foreign market objectives
     Costs
     Market demand
     Competition
     Pricing summary
     Quotations and pro forma invoices
     Terms of sale

Chapter 11. Export regulations, customs benefits, and tax incentives
     Export regulations
     Antidiversion, antiboycott, and antitrust requirements
     Foreign Corrupt Practices Act (FCPA)
     Food and Drug Administration (FDA) and Environmental Protection Agency
          (EPA) restrictions
     Import regulations of foreign governments
     Customs benefits for exporters
     Foreign sales corporations
     Commerce assistance related to multilateral trade negotiations
     Bilateral trade agreements
     Intellectual property rights considerations
     Arbitration of disputes in international transactions
     The United Nations sales convention

PART C. AFTER THE SALE

Chapter 12. Documentation, shipping, and logistics
     Freight forwarders
     Packing
     Labeling
     Documentation
     Shipping
     Insurance

Chapter 13. Methods of payment
     Cash in advance
     Documentary letters of credit and drafts
     Credit cards
     Open account
     Other payment mechanisms
     Decreasing credit risks through credit checks
     Collection problems

Chapter 14. Financing export transactions
     Extending credit to foreign buyers
     Commercial banks
     Other private sources
     Government assistance programs
     State and local export financing programs

Chapter 15. After-sales service
     Service delivery options
     Legal considerations
     New sales opportunities and improved customer relations

Chapter 16. Technology licensing and joint ventures
     Technology licensing
     Joint ventures

APPENDICES

Appendix I. Export glossary
Appendix II. Directory of federal export assistance
Appendix III. State and local sources of assistance
Appendix IV. U.S. and overseas contact for major foreign markets
Appendix V. Selected bibliograph