Contents -- Introduction -- 01 Why should companies export? -- Why start exporting? -- The benefits of exporting -- Government support for exporters -- Government support organisations -- Is your company ready to start exporting? -- 02 How to get started -- Online or traditional exporting? -- How to get started -- Why do you want to start exporting? -- The export audit -- Making the decision -- Selecting potential export markets -- The world market -- Which country first? -- 03 Researching overseas markets -- How to plan your marketing research -- Carrying out marketing research for overseas markets -- Carrying out the research yourself -- Desk research -- Field research -- Using an agency to carry out market research -- 04 Export strategies and export plans -- Developing your export strategy -- The marketing planning process -- Situation analysis -- Pricing for export markets -- Objectives and strategies -- Tactics and action plans -- Costs and budgets -- The written plan -- 05 Market entry strategies -- Types of exporting -- Deciding which entry strategy to use -- Marketing channels -- 06 Working through sales agents and distributors -- Finding and selecting overseas agents and distributors -- Agent/distributor questionnaire -- Legal aspects of dealing with agents and distributors -- Agency and distributor contracts -- Managing distributors -- 07 Sales promotion -- Understanding your target market -- Reviewing your sales promotion for overseas markets -- Websites -- Sales literature -- Presentations -- Advertising -- Exhibitions and trade shows -- Sector-focused trade missions/visits -- 08 The internet as a sales channel -- Websites for international e-commerce -- Web hosting -- E-commerce sites -- E-commerce regulations -- 09 Quoting for international business -- Pricing for export business -- Export contracts -- Payment methods.

Terms of sale (Incoterms) -- 10 Moving your goods -- Modes of transport -- Using freight forwarders -- Labelling and packaging of goods -- Export packaging -- Labelling -- Transport insurance -- Export documentation -- Classifying your goods -- Reporting procedures -- 11 Managing the risks -- Understanding the market -- Country risks -- Customer risks -- Creditworthiness -- The risks of currency and foreign exchange -- Delivery delays and frustrated exports -- Intellectual property rights in international trade -- Avoiding litigation -- Personal and company risk -- Risk management and insurance services -- Useful websites -- Types of government support services available.