Sell direct to customers'

1
The objective
Brief You have been asked by your company, which
is Canadian and based in Vancouver, to report on
how you could sell your range of solar energy
panel products in India. These are the
distribution options

• Sell direct to customers.

• Use an export firm in your country, which
  operates in India, to sell the products.

• Find an Indian distributor (exclusive) or
  distributors (non-exclusive) to sell your
  products.

• Find an Indian partner for a joint venture.

What are the pros and cons of these four
options? Are there any other options?
2
What do you know about India as a potential
market for your product?
What do you need to find out?
3
Facts and figures about India
Population Official Languages GDP GNI per
capita Number of engineering and technology
graduates Climate
1,094,583,000 (figures vary)
India has 22 official languages including
Hindi and English, which are the languages of
communication of central government. English is
generally the language of commerce.
annual growth rate of approximately 8
US 720
2,588,405 (2001 census)
six types, ranging from desert through tropical
rain forests to alpine
4
Some statistics about India from the World Bank
Trading Across Borders (2006) The costs and
procedures involved in importing and exporting a
standardized shipment of goods are detailed under
this topic. Every official procedure involved is
recorded - starting from the final contractual
agreement between the two parties, and ending
with the delivery of the goods.
5
Decide whether the following statements are true
or false.
1 Indians like to get straight down to business
in a meeting.
False
2 When there is disagreement, Indians express it
directly.
False
3 In meetings it is important to build trust and
establish relations before starting a negotiation.
True
4 Use titles like Mr, Doctor or Professor
wherever possible.
True
5 If you take a gift, make sure it is a big one
and present it in both hands.
False
6 It is polite to refuse food and drink during
meetings.
False
6
What are the
Social
Technological
Economical
Environmental
Political
factors that would affect doing business in
India?
7
Complete the emails with the appropriate words.
Decide what type of email each one is e.g. an
agreement, an apology, a final demand, a refusal,
a reminder, a request.
In _________ of the increase in our volume of
__________, I am writing to _________ whether you
would be prepared to __________ credit terms of
60 days. Would you let us _________ your decision
as soon as _________ ?
view
business
enquire
extend
know
possible
a request
Email type
With _________ to your request for improved
credit __________, I am afraid that group
__________ does not ___________ us to extend more
than 30 days credit.
regard
terms
policy
allow
a refusal
Email type
8
Complete the emails with the appropriate words.
Decide what type of email each one is e.g. an
agreement, an apology, a final demand, a refusal,
a reminder, a request.
__________ to your email of 17 July, we are
pleased to agree to the __________ you propose,
and we look __________ to receiving your order.
Further
terms
forward
an agreement
Email type
May I __________ you that the sum of 101,000 is
still ___________ on your account? We would
appreciate your early ___________ of this
outstanding __________.
remind
outstanding
settlement
balance
a reminder
Email type
9
We would like to __________ for the delay in
sending the _________ cheque. This was
unfortunate __________ due to circumstances
beyond our __________, and we can assure you that
it will not __________.
apologize
Complete the emails with the appropriate words.
Decide what type of email each one is e.g. an
agreement, an apology, a final demand, a refusal,
a reminder, a request.
enclosed
oversight
control
reoccur
an apology
Email type
We wrote to you on 11 April __________ the
balance of 15,550 which is still __________.
Unless we receive payment ___________ seven days,
we shall have no ___________ but to pass the
matter on to our ___________ department.
regarding
outstanding
within
alternative
legal
a final demand
Email type