This document provides an overview of export management. It aims to gain knowledge about international trade and the import/export process. It defines key terms like exports and importers. It discusses the scope and functions of exports, including improving standards of living and opportunities for economic growth. Factors that influence export marketing are explored, including controllable factors like resources and uncontrollable factors like policies and exchange rates. Market analysis, intelligence, research and selection processes are outlined. Finally, it discusses export planning, marketing, development and various entry strategies into foreign markets.

1. EXPORT MANAGEMENT

2. AIM
• To gain the knowledge about the international
trade
• To get familiar with process of import and
export

3. INTRODUCTION
• This term export derives from the conceptual
meaning as to ship the goods and services out of
the port of a country.
• The seller of such goods and services is referred
to as an "exporter" who is based in the country of
export whereas the overseas based buyer is
referred to as an "importer".
• In International Trade, "exports" refers to selling
goods and services produced in the home country
to other markets.

4. MEANING
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Expansion of market
Looking new customer
Looking new town, next state or next country
Cross the national boarders
Involving international accounts and
currencies

5. SCOPE
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Improving the standard of living
Improving the quality of life
Opportunity for economic growth
Production will be more
More turnover and profit
Growing stability
No need of depend on particular market

6. FUNCTIONS
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Making more modernization
Competitive production
Applying effective marketing
Developing key resource for export for export
related tasks
• Availability of physical financial managerial
resources associated with firm

7. ROLE OF EXPORT IN ECONOMIC
DEVELOPMENT
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To sell out the surplus
To achieve sales and production stability
To contribute for national goals
To get growth and development
To improve company image
To get more profit
To win competition

8. PLANNING FOR EXPORT
• It is a guidelines for the development for the
international business
• Identification of markets
• Setting goal in international standard
• Arranging the activities
• Procuring the required resources

9. EXPORT MARKETING
• Marketing activities for products which cross
the national boundaries of a country.

10. DEVELOPING AN EXPORT PLAN
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Conducting market research
Creating marketing plan
Deciding about market entry
Methods for delivery and service
Planning day-to- day operations
Addressing the issues –finance and insurance
Setting target and timelines

11. FACTOR INFLUENCING IN
EXPORT MARKETING

12. CONTROLLABLE FACTORS
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Company goals and policy
Human Resources
Financial Resources
Capacity

13. UNCONTROLLABLE FACTORS
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Political system
Culture
Foreign trade policy
Tariffs
Quotas
Exchange rates

14. MARKET ANALYSIS
• the separation of a whole market into its
constituent parts in order to study the parts and
their relations.
• i.e making division of entire market

15. MARKET INTELLIGENCE
Collection,
processing,
analysis
and
interpretation of all types of information from all
available sources to aid business management in
making international marketing decisions.

16. INFORMATION
REQUIREMENTS

17. MARKETING RELATED
• Prospectus of the foreign market
• Competition
• Domestic market prospects

18. MARKET RELATED
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Political
Economic Stability
Currency Stability
Government policy
Restriction

19. PRODUCT RELATED
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Size
Quantity
Shape
Colour
Packaging
Frequency

20. PRICE RELATED
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Price range
Price trends
Margins
Government polices

21. PROMOTION RELATED
• Discounts
• Offer
• Exchange

22. DISTRIBUTION RELATED
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Mode
Alternatives
Cost
Frequency

23. COMPETITION
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Volume
Strength
Weakness
Strategy

24. SOURCE OF INFORMATION
• Internal- Sales data, Past records, Experience
• External- Primary data, Secondary data

25. MARKET RESEARCH
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The collection and analysis of
information about consumers, competitors and
the effectiveness of marketing programs.
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Marketing Research is systematic
problem analysis, model building and fact
finding for the purpose of important decision
making and control in the marketing of goods
and services.

26. DEFINITION
• According
to
American
Marketing
Association, “Marketing Research is the
function that links the consumer, customer and
public to the marketer through informationinformation used to identify and define
marketing
opportunities
and
problems, generate, refine and evaluate
marketing
actions;
monitor
marketing
performance; and improve understanding of
marketing as a process.”

27. DEFINITION
• Marketing Research is a well-planned,
systematic process which implies that it needs
planning at all the stages. It uses scientific
method. It is an objective process as it attempts
to provide accurate authentic information.
Marketing Research is sometimes defined as
the application of scientific method in the
solution of marketing problems.

28. SCOPE OF MARKET RESEARCH
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(i) product and service research
(ii) market research
(iii) promotion research
(iv) distribution research
(v) pricing research
(vi) corporate responsibility research
(vii) miscellaneous research

29. TYPICAL APPLICATION OF
MARKETING RESEARCH

30. RESEARCH ON MARKETS
• Analysing market potentials for existing
products and
• Estimating demand for new products.
• Sales forecasting
• Characteristics of product markets.
• Analysing sales potentials
• Studying trends in markets.

31. RESEARCH ON PRODUCTS
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Customer acceptance of proposed new products.
Comparative studies of competitive products.
Determining new uses of present products
Market testing of proposed products.
Studying customer dissatisfaction with products.
Product-line research
Packaging and design research

32. RESEARCH ON PROMOTION
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Evaluating advertising effectiveness.
Analysing advertising and selling practices.
Selecting advertising media.
Motivational studies.
Establishing sales territories.
Evaluating present and proposed sales methods.
Studying competitive pricing.
Analysing salesmen's effectiveness
Establishing sales quotas.

33. RESEARCH ON DISTRIBUTION
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Location and design of distribution centres.
Handing and packing of merchandise.
Cost analysis of transportation methods
Dealer supply and storage requirements

34. RESEARCH ON PRICING
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Demand elasticity
Perceived prices
Cost analysis
Margin analysis

35. TYPES OF RESEARCH
Exploratory research
• Conducted for a problem that has not been clearly defined.
• Conducted by –study of secondary data, survey of knowledge
person
Conclusive research
• Provide information that is useful in reaching conclusions or
decision-making.
• Types-(i).Descriptive-design
(ii).Experimental-laboratory situation

36. PROCESS OF MARKETING
RESEARCH
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Situation analysis
Framing hypothesis
Determining the specific information needed
Determining the sources of marketing
information
• Finalizing the research design

37. Cont…
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Deciding methods for collecting data
Framing the questionnaire
Tabulating the data and preparing the report
Follow up the recommendation

38. Sampling
• A survey with few selected representative
which possess the same character of the whole
unit.
• Example-when a patient is required to take
blood test, the clinical laboratory takes few
drops
• Here whole blood is universe and taking few is
sample

39. METHODS OF SAMPLING
• Random sampling or probability samplingevery element of the population enjoys equal
chance of being selected
• Non-random sampling or non-probability
sampling-selection will be based on some
basis, no equal chance to all elements

40. MARKET SELECTION
Market selection is based on a thorough
evaluation of the different markets with
reference to certain well defined criteria, given
the company resources and objectives

41. MARKET SELECTION
PROCESS- STEPS
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Determine international marketing objectives
Determine parameters for market selection
Preliminary screening
Detailed investigation and short listing
Evaluation and selection

42. DETERMINANTS OF MARKET
SELECTION
• Firm related factors- inventory, financial
strength, man power etc.,
• Market related factorsGeneral factorseconomic, regulations, political
Specific factors-trends, customs, culture

43. MARKET PROFILE
• To help formulate appropriate marketing
strategies.
• It may refer to the overall profile of a marketi.e the general characteristics of a nation like
demo, economic, political.
• In other case, the market profile is a
description of relevant characteristics of the
market for a specific product in a country.

44. Market profile contain following
things
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Trends, demand, forecast
Competitive characteristics
Market segment characteristics
Customers characteristics
Channel characteristics
Promotion characteristics
Laws related to
product, price, promotion, distribution and
imports

45. ENTRY STRATEGIES FOR EXPORT
On the one extreme, a company may do the
complete manufacturing of the product
domestically and export it to the foreign market.
On the other extreme, a company may do
by itself, manufacturing of the product to be
marketed in the foreign market there itself.

46. ENTRY STRATEGIES
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Exporting
Licensing/ franchising
Contract manufacturing
Management contact
Assembly operations
Fully owned manufacturing facilities

47. Cont.…
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Joint ventures
Countertrade
Mergers and acquisitions
Strategic alliance
Third country location