Part I: Breaking into the Import/Export Business 7

Chapter 1: Introducing Import/Export 9

Chapter 2: Figuring Out Your Role in the Import/Export Business 19

Chapter 3: Rules and Regulations to Consider Before You Get Started 33

Chapter 4: Organizing for Import and Export Operations 49

Part II: Selecting Products and Suppliers 67

Chapter 5: Selecting the Right Products 69

Chapter 6: Connecting with Overseas Suppliers for Your Imports 75

Chapter 7: Finding U.S. Suppliers for Your Exports 87

Part III: Identifying Your Target Market and Finding Customers 95

Chapter 8: Looking at Marketing 97

Chapter 9: Researching Export Markets 121

Chapter 10: Researching Import Markets 129

Chapter 11: Making Export Contacts and Finding Customers 139

Chapter 12: Locating Customers for Your Imports 149

Part IV: Negotiating around the World 157

Chapter 13: How Negotiations Work 159

Chapter 14: What Makes Global Negotiating Different 167

Chapter 15: Doing Business around the World 177

Part V: Completing the Transaction: International Trade Procedures and Regulations 205

Chapter 16: Making the Sale: Pricing, Quotes, and Shipping Terms 207

Chapter 17: Methods of Payment 217

Chapter 18: Packing and Shipping with the Right Documentation 239

Chapter 19: Getting Your Goods: Customs Requirements and the Entry Process 255

Part VI: The Part of Tens 277

Chapter 20: Ten Keys to Becoming a Successful Importer 279

Chapter 21: Ten Keys to Becoming a Successful Exporter 285

Part VII: Appendixes 291

Appendix A: Resources 293

Appendix B: Multilingual Cross-Reference for International Shipping Terms 305

Appendix C: About the CD 315

Index 325