1. John Wiley & Sons, Inc c 19981 EXPORT AND IMPORT MANAGEMENT Chapter Seventeen

2. John Wiley & Sons, Inc c 19982 Export and Import Management Overview 1. Organizing for Exports 2. Indirect Channels of Distribution 3. Direct Export Marketing 4. Linkages between Foreign Direct Investment and Exports 5. Mechanics of Exporting

3. John Wiley & Sons, Inc c 19983 Export and Import Management (cont) 6. Role of the Government in Promoting Exports 7. Managing Imports - The Other Side of the Coin 8. Mechanics of Importing 9. Gray Markets

4. John Wiley & Sons, Inc c 19984 Overview –Exhibit 17-1 Share of the World Exports (Percent) of Top Six Exporters

5. John Wiley & Sons, Inc c 19985 1. Organizing for Exports Research for Exports Export Market Segments

6. John Wiley & Sons, Inc c 19986 2. Indirect Channels of Distribution –combination export manager (CEM) –export merchants –export commission house –trading companies –Exhibit 17-2 Major Types of Trading Companies and their Countries of Origin –piggyback exporting

7. John Wiley & Sons, Inc c 19987 3. Direct Export Marketing –Exhibit 17-3 Comparison of Direct and Indirect Exporting

8. John Wiley & Sons, Inc c 19988 4. Linkage Between Foreign Direct Investment and Exports

9. John Wiley & Sons, Inc c 19989 5. Mechanics of Exporting –Exhibit 17-4 FORM 7525-V: Information to be Reported On The Shipper’s Export Declaration Legality of Exports –Exhibit 17-5 U.S. Export Licensing Authorities for Specific Commodities Export Transactions Terms of Shipment and Sale –Exhibit 17-6 Terms of Shipment

10. John Wiley & Sons, Inc c 199810 5. Mechanics of Exporting (cont) Payment Terms –Exhibit 17-7 Terms of Payment in an Export Transaction Currency Hedging

11. John Wiley & Sons, Inc c 199811 6. Role of the Government in Promoting Exports Export - Import Bank U.S. Tariff Concessions –Exhibit 17-8 Financial Assistance to Exporters, 1993 –Foreign Trade Zone –Foreign Sales Corporation –American export Trading Company Export Regulations

12. John Wiley & Sons, Inc c 199812 7. Managing Imports - The Other Side of the Coin –Exhibit 17-9 Model of Importer Buyer Behavior

13. John Wiley & Sons, Inc c 199813 8. Mechanics of Importing Entry of Imports into the United States –Import Documents and Delivery –Import Duties

14. John Wiley & Sons, Inc c 199814 9. Gray Markets Why Gray Markets Develop –Currency Fluctuations –Differences in Market Demand –Segmentation Strategy –Exhibit 17-10 How to Combat Gray Market Activity