Grow Your Global Markets

A Handbook for Successful Market Entry

  • Authors
  • Raymond A. Hopkins

Table of contents

  1. Front Matter
    Pages i-xvi
  2. Introducing Growth in Global Markets

    1. Front Matter
      Pages 1-3
    2. Raymond A. Hopkins
      Pages 5-11
    3. Raymond A. Hopkins
      Pages 13-31
  3. Identifying Your Target Market and Finding Customers

    1. Front Matter
      Pages 33-34
    2. Raymond A. Hopkins
      Pages 35-52
    3. Raymond A. Hopkins
      Pages 53-65
    4. Raymond A. Hopkins
      Pages 67-74
  4. Negotiating Around the World

    1. Front Matter
      Pages 75-76
    2. Raymond A. Hopkins
      Pages 77-81
    3. Raymond A. Hopkins
      Pages 83-112
  5. Completing the Transaction: International Trade Procedures, Regulations, and Practices

    1. Front Matter
      Pages 113-114
  6. The Keys to Global Market Growth

    1. Front Matter
      Pages 143-143
    2. Raymond A. Hopkins
      Pages 145-163
    3. Raymond A. Hopkins
      Pages 165-170
    4. Raymond A. Hopkins
      Pages 171-183
    5. Raymond A. Hopkins
      Pages 185-188
    6. Raymond A. Hopkins
      Pages 189-194
    7. Raymond A. Hopkins
      Pages 195-197
  7. World, National, and Your Economics

    1. Front Matter
      Pages 199-200
    2. Raymond A. Hopkins
      Pages 201-208
    3. Raymond A. Hopkins
      Pages 209-210
  8. Back Matter
    Pages 211-282

About this book


Use this comprehensive primer to simplify exporting, discover exportable products and services, and determine and select the best target market entry alternative while ensuring that you get paid. US small- to medium-size business owners (SMEs with less than 500 employees) interested in entering foreign markets will learn how to overcome the most significant challenges and barriers to entering foreign markets.

Firms operate in a worldwide economy responsible today for 40 million US trade-dependent jobs and approximately six million US factory jobs—roughly half of all manufacturing employment, whether or not they have any interest in global business activities. In the face of globalization, small businesses must evaluate their strengths, weaknesses, opportunities, and threats and then develop strategies that effectively respond to the globalized business environment in which they operate. If your firm is growth-oriented—and what business is not?—you should grow global markets as an important strategic option allowing you to:

  • Reach new customers/markets with little or no competition
  • Reduce dependence on a limited number of major customers
  • Even out business cycle-related demand fluctuations
  • Extend the life of niche products to new markets
  • Develop a global network of contacts and partners that improves their offerings to established customers

What You’ll Learn:

  • Determine your role in global markets
  • Identify target markets and find customers
  • Negotiate around the world
  • Complete the transaction and understand international trade procedures and regulations
  • Understand the keys to global market growth
  • Follow sample forms and sales proposals


Global markets Global market entry International business International marketing and sales Export sales Foreign Representatives Cross cultural communication Global business negotiating Global product pricing Global business economics Global entrepreneurship Emerging global markets Global business risk management

Bibliographic information