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Published in:
2016 | OriginalPaper | Chapter
23. In Pursuit of Exceptional Export Service
Strategies for Success
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Abstract
The relationship between you and your overseas customer shouldn’t end when a sale is made. If anything, it requires even more attention. Once you’ve completed the initial export transaction, you must expect to provide a broad spectrum of “free” or “value-add” services in order to encourage repeat business. It’s the kind of follow-up I refer to as the “care and feeding” of customers and suppliers, which is done to keep them coming back, the premise of this chapter.