Part 1: Getting Ready for Negotiations
Phase 1: Preparing the negotiation
Define the market entry strategy:
Company size
Export experience
Manager capacity
Market knowledge
Financial resources
Risk factors (national and commercial risks)
Desired market entry speed
Costs - direct and indirect
Required flexibility
Desired period for the investment
Long-term goals (gains)
Export Platforms | Module 6: Making the Sale
Define the strategy to penetrate the
market:
Direct export through intermediaries
Direct export through private label
Direct sale to supermarkets
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