Price dynamics
Setting of export prices
Export related cost
Types of payment
Terms of payment
Section 2
Managing foreign exchange risk
Sources of export financing
Price negotiation
Dumping
Terms of sales: Incoterm
Section 3
Transfer pricing
Pricing within individual markets
Price control
Counter trade
For example:
Price dynamics:
• Market pricing
– reactive approach
– similar products already exist
• Skimming
– high initial price
– lowered over time
• Penetration pricing
– low price
– quick market share
The setting of export prices: Internal factors
• Philosophy, goals and objectives
• Costs
• Nature of product and industry
The setting of export prices: External factors
• Customers
• Regulations
• Competition
• Finances and so on.
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