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?
What do you know about India as a potential market for your product?
What do you need to find out?
Facts and figures about India
Population: 1,094,583,000 (figures vary)
Official Languages: 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.
GDP: annual growth rate of approximately 8%
GNI per capita: US $720
Number of engineering and technology
graduates: 2,588,405 (2001 census)
Climate: six types, ranging from desert through
tropical rain forests to alpine
Some statistics about India from the World Bank
Trading Across Borders (2006)
The costs and procedures involved in importing and exporting a standardized
shipment of goods are detailed under this topic. Every official procedure involved
is recorded - starting from the final contractual agreement between the two
parties, and ending with the delivery of the goods.
Indicator
India
Region
OECD
Documents for export (number)
10
8.1
4.8
Time for export (days)
27
34.4
10.5
864
1,236
811
Documents for import (number)
15
12.5
5.9
Time for import (days)
41
41.5
12.2
1,244
1,495
883
Cost to export (US$ per container)
Cost to import (US$ per container)
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
What are the …
Social
Technological
Economic
Environmental
Political
… factors that would affect doing business in India?
In _________
view
of the increase in our volume of
__________,
business I am writing to _________
enquire
extend
whether you would be prepared to __________
credit terms of 60 days.
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.
Would you let us _________
your decision as
know
possible ?
soon as _________
Email type: a request
With _________
regard to your request for improved
credit __________,
I am afraid that group
terms
policy
allow
__________
does not ___________
us to
extend more than 30 days’ credit.
Email type: a refusal
__________
Further to your email of 17 July, we are
pleased to agree to the __________
you
terms
forward to receiving
propose, and we look __________
your order.
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.
Email type: an agreement
May I __________
remind
you that the sum of
€101,000 is still ___________
outstanding on your
account?
settlement
We would appreciate your early ___________
of this outstanding __________.
balance
Email type: a reminder
We would like to __________
apologize for the delay in
sending the _________
enclosed cheque. This was
oversight due to circumstances
unfortunate __________
beyond our __________,
and we can assure
control
you that it will not __________.
reoccur
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.
Email type: an apology
We wrote to you on 11 April __________
regarding the
balance of €15,550 which is still outstanding
__________.
within
Unless we receive payment ___________
seven days, we shall have no ___________
alternative but
to pass the matter on to our ___________
legal
department.
Email type: a final demand
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