Customer Development and Market Research 【Introduction】 In the process of carrying out import and export business, the first problem is to develop foreign trade customers. Based on the introduction of customer development and market research, this experiment focuses on simulating the business links of target market selection, catalogue design and planning and implementation of international market research , and expounds the basic knowledge and skills of international target market selection, product introduction and information acquisition. This experiment aims to make students master the basic skills of seeking customers and developing customer relationship through operation and learning, and can use various methods to conduct research on international market, collect information of international market, screen out useful information, determine target market, and cultivate students' ability to connect theory with practice and comprehensively consider problems. Module 1 Product and Market Selection 【Training Objectives】 The key to the survival and development of foreign trade enterprises is to occupy the international market. In this experiment, students are divided into groups to simulate an foreign trade enterprise, and select suitable target market countries or regions. Through the learning and operation of this module, students can understand the selection method of product evaluation, be familiar with the factors and basis affecting the selection of international market, master the screening procedure of international target market, and be able to skillfully use the procedure of international target market selection to divide and evaluate the global market and find the foreign market with the largest sales potential. 【Training Knowledge】 一、The evaluation elements and selection methods of import and export products Four factors should be considered in the selection of import and export products: market attractiveness, international market competitiveness, profit potential and enterprise management Market attractiveness. It refers to the demand and development trend of this product at home and abroad. That is, whether the product can have a good sales volume in the domestic market (foreign market) after import (export). International market competitiveness. It refers to the ability of the product to occupy market share compared with the same type of product, that is, substitute commodity, which Includes differentiation, quality, price, brand, after-sales and many other aspects. Profit potential. It refers to the profitability of the product and its rising space. Enterprise management ability. We think of this to examine whether the enterprise has enough production capacity to meet the needs of the market demand, whether it can find a stable supply with corresponding capacity, and whether it has the ability to do a good job in customer maintenance, after-sales service ,etc.. The steps and problems of evaluating candidate products are shown in Table 1-1. Table 1-1 Steps and Questions for Evaluating Candidate Products Is the product competitive in the domestic market? What is the demand and development trend of this product in the domestic market? Does the same demand exist in the foreign market? Does the product have a competitive advantage in foreign countries? What is the possible competitive intensity? What are the advantages and disadvantages of the product in overseas market competition? How to provide the after-sales service and auxiliary products of the product in the foreign market? Can the after-sales service or auxiliary products be satisfied in the foreign market? How does the product meet the needs of the local market? Does the product have to be changed in terms of product entity, packaging and service attributes in order to adapt to the foreign market? What are the similarities and differences in the marketing strategy compared with the domestic market? Can the product be sold in the foreign market in the same way as the domestic market? What are the main risks of the product?
Customer Development and Market Research 【Introduction】 In the process of carrying out import and export business, the first problem is to develop foreign trade customers. Based on the introduction of customer development and market research, this experiment focuses on simulating the business links of target market selection, catalogue design and planning and implementation of international market research , and expounds the basic knowledge and skills of international target market selection, product introduction and information acquisition. This experiment aims to make students master the basic skills of seeking customers and developing customer relationship through operation and learning, and can use various methods to conduct research on international market, collect information of international market, screen out useful information, determine target market, and cultivate students' ability to connect theory with practice and comprehensively consider problems. Module 1 Product and Market Selection 【Training Objectives】 The key to the survival and development of foreign trade enterprises is to occupy the international market. In this experiment, students are divided into groups to simulate an foreign trade enterprise, and select suitable target market countries or regions. Through the learning and operation of this module, students can understand the selection method of product evaluation, be familiar with the factors and basis affecting the selection of international market, master the screening procedure of international target market, and be able to skillfully use the procedure of international target market selection to divide and evaluate the global market and find the foreign market with the largest sales potential. 【Training Knowledge】 一、The evaluation elements and selection methods of import and export products Four factors should be considered in the selection of import and export products: market attractiveness, international market competitiveness, profit potential and enterprise management Market attractiveness. It refers to the demand and development trend of this product at home and abroad. That is, whether the product can have a good sales volume in the domestic market (foreign market) after import (export). International market competitiveness. It refers to the ability of the product to occupy market share compared with the same type of product, that is, substitute commodity, which Includes differentiation, quality, price, brand, after-sales and many other aspects. Profit potential. It refers to the profitability of the product and its rising space. Enterprise management ability. We think of this to examine whether the enterprise has enough production capacity to meet the needs of the market demand, whether it can find a stable supply with corresponding capacity, and whether it has the ability to do a good job in customer maintenance, after-sales service ,etc.. The steps and problems of evaluating candidate products are shown in Table 1-1. Table 1-1 Steps and Questions for Evaluating Candidate Products Is the product competitive in the domestic market? What is the demand and development trend of this product in the domestic market? Does the same demand exist in the foreign market? Does the product have a competitive advantage in foreign countries? What is the possible competitive intensity? What are the advantages and disadvantages of the product in overseas market competition? How to provide the after-sales service and auxiliary products of the product in the foreign market? Can the after-sales service or auxiliary products be satisfied in the foreign market? How does the product meet the needs of the local market? Does the product have to be changed in terms of product entity, packaging and service attributes in order to adapt to the foreign market? What are the similarities and differences in the marketing strategy compared with the domestic market? Can the product be sold in the foreign market in the same way as the domestic market? What are the main risks of the product?
Chapter14: Marketing Channels And Supply Chain Management
Section14.1: Taza Cultivates Channel Relationships With Chocolate
Problem 2VC
Related questions
Question
100%
Experiment One
Customer Development and
【Introduction】
In the process of carrying out import and export business, the first problem is to develop foreign trade customers. Based on the introduction of customer development and market research, this experiment focuses on simulating the business links of target market selection, catalogue design and planning and implementation of international market research , and expounds the basic knowledge and skills of international target market selection, product introduction and information acquisition. This experiment aims to make students master the basic skills of seeking customers and developing customer relationship through operation and learning, and can use various methods to conduct research on international market, collect information of international market, screen out useful information, determine target market, and cultivate students' ability to connect theory with practice and comprehensively consider problems.
Module 1 Product and Market Selection
【Training Objectives】
The key to the survival and development of foreign trade enterprises is to occupy the international market. In this experiment, students are divided into groups to simulate an foreign trade enterprise, and select suitable target market countries or regions. Through the learning and operation of this module, students can understand the selection method of product evaluation, be familiar with the factors and basis affecting the selection of international market, master the screening procedure of international target market, and be able to skillfully use the procedure of international target market selection to divide and evaluate the global market and find the foreign market with the largest sales potential.
【Training Knowledge】
一、The evaluation elements and selection methods of import and export products
- Four factors should be considered in the selection of import and export products: market attractiveness, international market competitiveness, profit potential and enterprise management
- Market attractiveness. It refers to the demand and development trend of this product at home and abroad. That is, whether the product can have a good sales volume in the domestic market (foreign market) after import (export).
- International market competitiveness. It refers to the ability of the product to occupy market share compared with the same type of product, that is, substitute commodity, which Includes differentiation, quality, price, brand, after-sales and many other aspects.
- Profit potential. It refers to the profitability of the product and its rising space.
- Enterprise management ability. We think of this to examine whether the enterprise has enough production capacity to meet the needs of the market demand, whether it can find a stable supply with corresponding capacity, and whether it has the ability to do a good job in customer maintenance, after-sales service ,etc..
The steps and problems of evaluating candidate products are shown in Table 1-1.
Table 1-1 Steps and Questions for Evaluating Candidate Products
- Is the product competitive in the domestic market?
- What is the demand and development trend of this product in the domestic market? Does the same demand exist in the foreign market?
- Does the product have a competitive advantage in foreign countries? What is the possible competitive intensity?
- What are the advantages and disadvantages of the product in overseas market competition?
- How to provide the after-sales service and auxiliary products of the product in the foreign market? Can the after-sales service or auxiliary products be satisfied in the foreign market?
- How does the product meet the needs of the local market? Does the product have to be changed in terms of product entity, packaging and service attributes in order to adapt to the foreign market?
- What are the similarities and differences in the marketing strategy compared with the domestic market? Can the product be sold in the foreign market in the same way as the domestic market?
- What are the main risks of the product?
Expert Solution
This question has been solved!
Explore an expertly crafted, step-by-step solution for a thorough understanding of key concepts.
Step by step
Solved in 7 steps
Recommended textbooks for you