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EXPORT
SALES SERVICES – STEPS IN THE PROCESS
Step 1 –
Analysis
- Become
familiar with your product / service and export objectives
- Understand
your current market position and existing Key Success Factors
- Evaluate
the resources necessary to develop and implement your export strategy
Step 2 –
Planning
- Evaluate
the target market
- Conduct
market research, competitive analysis and benchmarking
- Evaluate
market-entry strategies (direct entry, distribution, agents &
representatives, licensing, joint venture, co-marketing, consortia,
franchising, on-site manufacturing) best suited for your product
or service
- Develop
detailed export plan
Step 3 –
Implementation
- Direct
contact (phone/fax/email) to qualify potential business partners
from Canada and set up business visit to target market
- Visit
target market personally (with / without your company management)
- Meet
with potential local customers, representatives, industry associations,
government, and competitors
- Select
appropriate business partners who will provide maximum market
coverage and efficiency (distribution channel management)
- Begin
generating export sales
- Develop
and translate marketing materials as necessary
- Provide
followup, communications, and product / customer support on an
ongoing basis
- Maintain
ongoing communications, status updates, and provide you with the
opportunity for feedback
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