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

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CHAPTER 10

Pricing and Preparing Quotations

A company’s job is to find the market’s acceptable price.

—J. Willard Marriott Jr., founder, Marriott International and Robert G. Cross, Robert G. Cross, chairman and chief executive of Aeronomics Inc.1

Pricing a product or service for the export market, determining its landed costs (the total cost of a product once it has arrived at your buyer's door, for example), and presenting the costs in quotation form are critical steps in the international sales operation. Price determines revenue. Presenting the pricing and providing the quotes for your goods or services in the right way are both crucial for a successful and ongoing export business. Prices must be high enough to generate and sustain a reasonable ...

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