Artículo

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_____Por La Nacion____________________________________________________________  

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Algunas recomendaciones
Las recomendaciones aquí enumeradas son un compendio de las ofrecidas en "Claves para exportar", publicación de la Fundación ExportAr. 
. Las complicaciones de la venta al extranjero son mayores que las del mercado interno a causa de las distancias geográficas y culturales. 
. No deje su suerte librada al azar. Establezca un plan de acción definiendo objetivos, etapas, responsables y un presupuesto. Que no sea demasiado complicado ni rígido, porque cuando avance deberá modificarlo. 

. No ignore pedidos: responda todos de manera personalizada, aun aquellos que no muestren posibilidades de convertirse en ventas inmediatas. No olvide que esa respuesta será la primera impresión que el cliente potencial tendrá de su empresa. 

. No prometa cosas que no pueda cumplir. El mundo del comercio internacional está interconectado: su descrédito será muy difícil de superar. 

. No dé por hecho que si un producto se vende en la Argentina tiene por fuerza que venderse en el exterior. Cada mercado debe ser analizado individualmente. 

. Provea a su interlocutor material de calidad en su idioma: su oferta será considerada antes. 

. El servicio es el elemento diferenciador: el cliente no sólo compra un producto. 

. Si decidió exportar, no descuide los destinos extranjeros, ni siquiera en tiempos de auge o recuperación del mercado local, ya que la exportación no admite dedicación esporádica. Diversifique su riesgo: eso le permitirá ganar por un lado lo que podría perder por otro.

LA NACIÓN - COMERCIO EXTERIOR - 24-07-2001

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