Part 1: Introducing Growth in Global Markets.-
Chapter 1: Growth in Global Markets.-
Chapter 2: Determining Your Role in Export Markets.-
Chapter 3: Look at Global Marketing.-
Part 2: Identifying Your Target Market and Finding Customers.-
Chapter 4: Researching Export Markets.-
Chapter 5: Making Export Contacts and Finding Customers.-
Part 3: Negotiating around the World.-
Chapter 6: What Makes Global Negotiations Different.-
Chapter 7: Doing Business around the World.-
Part 4: Completing the Transaction: International Trade Procedures, Regulations, and Practices.-
Chapter 8: Making the Sale: Proposals, Shipping and Payment.- Part 5: The Keys to Global Market Growth.-
Chapter 9: Keys to Becoming a Successful Exporter.-
Chapter 10: Your Global Market Entry Plan.-
Chapter 11: Complying with the Law at Home and Abroad.-
Chapter 12: Selecting Foreign Representation.-
Chapter 13: Governments, After Sales Service, and Foreign Travel.-
Chapter 14: Building Working Relationships.-
Part 6: World, National, and Your Economics.-
Chapter 15: It's Time to Grow Your Global Markets.-
Chapter 16: Conclusion.-
Appendix A: Common Export Documents.-
Appendix B: Sample Proposal - OEM Equipment.-
Appendix C: Sample Proposal - Spares.-
Notes.
About the Author: Raymond Hopkins is an award-winning business development/contracts manager and exporting consultant leading project management teams to acquire, manage, and close international sales contracts for products and services at home to the US Government and abroad--Southeast Asia (Japan, South Korea), South America (Colombia), and Europe (United Kingdom and Denmark). He is well-versed in US government federal acquisition regulations and defense federal acquisition regulation supplement, and export control. He is experienced in partnering with business and staff leadership alike. Raymond prepared, priced, negotiated, acquired, and managed complex commercial, international, and US government sales contracts (scopes of work, pricing, specifications, terms, and conditions, etc.), manufacturing licenses, distributor/representative agreements, leases, and more. Doctor and Business Development/Contracts Management Executive, Raymond A. Hopkins, DBA, is the author of several articles in refereed marketing/international marketing journals. Working in the fields of international procurement and contract administration, he has purchased aircraft parts and structures from South Korea and Japan, and negotiated the execution and administration of contracts for the sale of aircraft, upgrades, structures and parts to the US government and customers in Southeast Asia (Japan, South Korea), South America (Colombia) and Europe (Denmark, United Kingdom).
Ray began his career in sales with US Steel Corporation, moving into subcontract management with Fluor Engineers Inc., procuring petrochemical plant control systems for CF Braun Co., purchasing and contract manufacturing for US Borax & Chemical Corporation. For Hughes Helicopters Inc. (later McDonnell Douglas Helicopter Co.), he initially procured military aircraft components and light helicopter fuselages ($6.5 million annually) from South Korea and other aircraft components from Japan. Ray is a graduate of California State University at Fullerton with a BA in political science, of California State University at Los Angeles with an M.S. in public administration, and of Nova Southeastern University with a Doctorate in Business Administration. He has completed additional graduate work in law, international business, and US government contracts. He was awarded the 2010 Emerald Literati Network Outstanding Paper Award, and has delivered graduate and undergraduate college courses in marketing and international business. In his spare time, he enjoys teaching marketing and international business as MBA adjunct faculty.
Ray was born in Chicago, Illinois and raised in a family of four boys and one girl. He lives with his wife, Madeleine, in Chandler, Arizona.
