basic-guide-to-exporting_Latest_eg_main_086196

Chapter 17Selling Overseas andAfter-Sales ServiceIn this chapter . . .• Establishing a policy for international inquiries• Researching an international company• Building and maintaining working relationships• Reviewing options for service deliveryMany successful exporters began selling internationally by responding to an inquiry froma foreign company. Thousands of U.S. companies receive such requests annually, but mostcompanies do not become successful exporters. Generally, successful companies make it a priorityto create systems to properly respond to inquiries, conduct research on foreign customers,differentiate between domestic and international sales, and build positive relationshipswith partners.Responding to InquiriesMost, but not all, letters, faxes, or e-mails of inquiry originating abroad are in English. Forassistance in translating a letter of inquiry in a foreign language, your company may look tosuch service providers as banks or freight forwarders. Colleges and universities are also excellentsources for translation services. Most large cities have commercial translators who are hired for afee. Translation software available online can help you understand basically what is being written,but should not be considered entirely accurate or reliable for business transactions.A foreign company will typically request product specifications, information, and a price. Someinquiries will come directly from the end-user, whereas distributors and agents who wish to sellthe product in their market will have questions of their own. A few foreign companies that arealready familiar with your product may wish to place an order immediately.Regardless of the form of inquiry, your company should establish a policy to deal with it.U.S. Commercial Service • A Basic Guide to Exporting193