出口的缺点Thepitfallsofexporting.DOC

Chap 8. Exporting and Countertrade Learning Objectives: (课堂教学目标) Explain the Promises and risks associate with exporting. Outline the steps managers can take to improve their firm’s export performance. Identify information sources and government programs that exist to help exporters. Define countertrade and its major types. Content and Schedule : (本章主要内容与学时计划) Opening case study 15’ The Promises and pitfalls of exporting 15’ The steps managers can take to improve their firm’s export performance.30’ Countertrade and its major types 15’ Special Attention(重点与难点) 重点: How to improve their firm’s export performance 难点: The Promises and pitfalls of exporting Teaching Design (主要教学方法) Instructing Case studies Review and self-study Practice in Business Plan QUESTIONS IN THIS CHAPTER 为什么对很多企业来说出口仍是一个难题？ Why does exporting remain a challenge for many firms? How to improve export performance? 怎样降低出口融资的风险 ？ How to lower Export Financing risks? 对等贸易 Countertrade 8.1 Why does exporting remain a challenge for many firms? 出口的缺点The pitfalls of exporting 简单地忽视潜在出口机会( MMO音像集团) Simple ignorance of the potential opportunities ;( MMO music group) 不熟悉和被威胁的结合 Combination of unfamiliarity and intimidation 低估了时间和专门的知识 Underestimating time and expertise 冗长的文书工作，复杂的手续，拖延和错误Voluminous paperwork, complex formalities, delays and errors 普遍的缺点： 市场分析不到位，对外国市场的竞争状况的理解不够，不能满足国外顾客的需求，缺乏有效的分销计划，对促销的执行不足以及财政问题。 Common pitfalls: Poor market analysis, poor understanding of competitive conditions in foreign market, failure to the needs of foreign customers, lack an effective distribution program, poorly executed promotion, financial problems 8.2 如何提高出口绩效? How to improve export performance 增强意识，——注重消息来源 Increasing the awareness of exporting opportunitiesInformation sources; 利用出口管理公司 Utilizing export management companies 采用恰当的出口战略 Adopt proper exporting strategies 国家聚焦: 3M公司的出口战略 明尼苏达矿产和制造公司(3M)是全世界丁不起的跨国公司之—。1994年，该企业150亿美元的总收入中几乎有一半是在美困以外的市场获得的。虽然这其中的主要收入来自海外的子公司