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Exporting Essentials: Selling Products and Services to the World Successfully by Laurel J. Delaney

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CHAPTER 7

Finding Cross-Border Customers

The purpose of a business is to get and keep a customer. Without customers, no amount of engineering wizardry, clever financing, or operations expertise can keep a company going.

—Theodore Levitt, a late marketing professor at the Harvard Business School1

Finding customers for your export product and services can be accomplished through a range of programs, largely government sponsored, including trade shows, trade missions, and related trade-networking services. I’ll introduce a number of these services to you and explain how you can take advantage of them.

This section is one of my favorites because, as Levitt says, you can’t keep a company going without customers, and most books on international trade ...

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