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Lecture International marketing: Strategy and theory - Chapter 17: Pricing strategies: Countertrade and terms of sales/payment

A section of this chapter is devoted to the examination of countertrade as an alternative method of trading. The various types of countertrade are discussed. Another section of this chapter deals with pricing terms used in international quotations. To be competitive, it is the job of a responsible exporter to provide a quotation that is complete and meaningful. | Chapter 17 Pricing Strategies: Countertrade and Terms of Sales/Payment Chapter Outline Countertrade - Types of Countertrade - Problems and Opportunities Price Quotation Terms of Sale - Trade Terms - Quotation Guidelines Chapter Outline Methods of Financing and Means of payment - Consignment - Open Account - Cash in Advance - Bill of Exchange (Draft) - Bankers' Acceptance - Letter of Credit Countertrade goods for goods trade (vs. monetary trade) government mandate to pay for goods and services with something else other than cash Countertrade Advantages serving as trade financing buyer getting rid of surplus of own products no concern for fluctuation of exchange rates Countertrade Disadvantages cumbersome and time-consuming costly inferior form of exchange - requiring "double coincidence of wants" Types of Countertrade Barter - single transaction of direct exchange of products of equal value Counterpurchase (Parallel Barter) - two transactions of cash sales agreements (of unrelated products) Compensation Trade (Buyback) - products sold and later bought by a party are related Types of Countertrade Offset - for the rights to sell its product in a foreign market, the seller must manufacture the product locally (in the host country) Clearing Agreement - line or credit established in central banks of two countries - use "clearing account units" for exchange of products Trade Terms EXW (Ex Works) - price of product only; nothing else being included FAS (Free Alongside Ship) - EXW + local transportation in seller's country FOB (Free on Board) - FAS + loading onto the vessel CFR (Cost & Freight) - FOB + international transportation Trade Terms CIF (Cost, Insurance, and Freight) - CFR + insurance DEQ (Delivered Ex Quay) - CIF + unloading DDP (Delivered Duty Paid) - DEQ + local transportation in buyer's country Methods of Financing & Means of Payment Consignment Open Account Cash in Advance Bill of Exchange (Draft) - Sight Draft - Time Draft Methods of Financing & Means of . | Chapter 17 Pricing Strategies: Countertrade and Terms of Sales/Payment Chapter Outline Countertrade - Types of Countertrade - Problems and Opportunities Price Quotation Terms of Sale - Trade Terms - Quotation Guidelines Chapter Outline Methods of Financing and Means of payment - Consignment - Open Account - Cash in Advance - Bill of Exchange (Draft) - Bankers' Acceptance - Letter of Credit Countertrade goods for goods trade (vs. monetary trade) government mandate to pay for goods and services with something else other than cash Countertrade Advantages serving as trade financing buyer getting rid of surplus of own products no concern for fluctuation of exchange rates Countertrade Disadvantages cumbersome and time-consuming costly inferior form of exchange - requiring "double coincidence of wants" Types of Countertrade Barter - single transaction of direct exchange of products of equal value Counterpurchase (Parallel Barter) - two transactions of cash sales agreements (of unrelated .