Page 84 - Skills Needed for Effective International Marketing: Training Implications
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                                                         Table 8—Continued



                                           Skill                    PM   PR    PV     IR    IV     TPT

                        30.  Determine costs associated with overseas  2  6.1    5    6.5   42.5     47.5
                            customs duties and regulations
                        58.  Evaluate and select appropriate         3    2.8  66     3.5     1      67
                            telemarketing organization
                        23.  Evaluate and select appropriate         4    6.6    2    7.0   55.5     57.5
                            international payment methods (TT, L/C,
                            D/A, D/P, Open Account, Countertrade,
                            Offset)
                        40.  Identify "what you are selling"         4    6.6    2    6.9   52       54
                        12.  Assess foreign market legal environment  5   3.8  60.5   6.2   35       95.5
                            implications
                        64.  Appropriately utilize U.S. State and    5    3.9  58     6.2   35       93
                            Federal export promotion programs
                        25.  Develop international quotations using a  5  4.3  50     6.1   31.5     81.5
                            variety of INCOTERMS and foreign
                            currencies
                        27.  Analyze and manage "gray market"        5    3.6  64     5.2   12       76
                            activity
                          7.  Assess international marketing training  5  3.9  58     5.4   17       75
                            needs
                        57.  Evaluate and select appropriate         5    3.7  62.5   5.2   12       74.5
                            international advertising agency
                          5.  Utilize electronic/library information  5   4.6  43     6.1   31.5     74.5
                            sources and computer applications
                        14.  Segment international markets           5    4.2   53    5.6   20       73
                          4.  Conduct a global competitive analysis  5    3.8   60.5  5.2   12       72.5
                        59.  Evaluate and select appropriate         5    3.5  65     4.8     6      71
                            public/governmental relations specialists
                        18.  Analyze key facts regarding             5    4.6  43     6.0   28       71
                            political/economic/historic/cultural trends
                            of a country
                        16.  React to market opportunities quicker than  5  5.0  33.5  6.3  37.5     71
                            competitors
                        54.  Balance between distribution efficiency  5   4.8  38     6.1   31.5     69.5
                            and distribution effectiveness
                        24.  Evaluate and select appropriate trade   5    4.7  40     6.0   28       68
                            financing programs (EXIM, SBA, CEFO,
                            credit insurance)
                        39.  Protect intellectual property rights    5    5.2   27    6.4   40       67
                        20.  Analyze human resources tasks and       5    4.4  47     5.5   18       65
                            design appropriate organizational structure
                        36.  Review various classification numbering  5   3.9  58     4.7     5      63
                            systems (e.g., SIC, HTS, SITC)
                        19.  Develop profit repatriation plans       5    4.2   53    5.1   10       63
                        11.  Analyze market share within specific    5    4.4  47     5.3   15       62
                            foreign territories

                                                        © 1998 Ralph Jagodka
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