Page 68 - Skills Needed for Effective International Marketing: Training Implications
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                                                         Table 3—Continued

                                                                           Innerquartile       Importance
                      Skills                                                  Range           Rating Means
                                                                        Round 2   Round 3   Round 2 Round 3

                      24. Evaluate and select appropriate trade financing     6      6         6         6
                         programs (EXIM, SBA, CEFO, credit insurance)
                      25. Develop international quotations using a variety of    6-7    6-7      6       6
                         INCOTERMS and foreign currencies
                      26. Understand differences between full cost and       6-7       6-7       6       6
                         incremental cost
                      27. Analyze and manage "gray market" activity          4-6       5-6       5       5
                      28. Utilize the most effective transfer pricing practices    5-7    5-7    6       6
                      29. Negotiate effectively in a multicultural setting    7-8      7-8       7       7
                      30. Determine costs associated with overseas customs    6-7      6-7       6       7
                         duties and regulations
                      31. Assess U.S. and foreign tax incentives (e.g.,      4-6       5-6       6       5
                         foreign sales corporations)
                      32. Identify and adjust for customer service costs     6-7       6-7       6       6
                        Product Skills
                      33. Assess suitability of your product to foreign       8      8         8         8
                         markets
                      34. Determine appropriateness of product adaptation    7-8       7-8      7        7
                         versus standardization (e.g., use local language on
                         product packaging)
                      35. Analyze local brands and devise international       6      6         6         6
                         branding strategies
                      36. Review various classification numbering systems    4-6       5-6      5        5
                         (e.g., SIC, HTS, SITC)
                      37. Review packaging, packing, and labeling            7-8      7        7         7
                         requirements
                      38. Secure foreign country/government approvals        7-8       7-8      7        7
                         (product, safety, environmental, and quality
                         standards)
                      39. Protect intellectual property rights               6-7       6-7      6        6
                      40. Identify "what you are selling"                    7-8       7-8      7        7
                      41. Develop foreign repair and service system          6-7       6-7      6        6
                         (warranty, repair, spare parts policies)
                      42. Evaluate and select product sourcing strategies    6-7       6-7      6        6
                      43. Determine product life cycle strategy of the product    5-6    5-6    6        6
                         in each market

                        Distribution Skills

                      44. Evaluate and select appropriate foreign market     7-8       7-8      7        7
                         entry alternatives
                      45. Assess and select appropriate international        6-7       6-7      6        6
                         transportation alternatives (especially where there
                         are no existing routes)
                      46. Evaluate and select a freight forwarder          6-7       6-7       6         6
                                                        © 1998 Ralph Jagodka
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