De La Salle University – Dasmariñas

College of Business Administration

Allied Business Department

I. COURSE CODE: ENTR412

II. COURSE TITLE: EXPORT AND IMPORT MANAGEMENT

III. PRE-REQUISITE: NONE

IV. COURSE DESCRIPTION

This course introduces the students to International Trade Transactions. It deals

with Exporting and Importing of goods, the market segment to target, impediments in
export/import business, regulations, and the role of different government agencies.
With the emerging global economy, this course can create awareness and
opportunities for new entrepreneurs to establish business around the world: for exporters,
to venture to foreign markets; and for importers, to deal with the threat posed by foreign
competitors entering the country as a fundamental shift occurring in the world economy.
Entrepreneurial students preparedness will be enhanced by this course.

V. COURSE CREDIT: 3 UNITS

VI. COURSE OBJECTIVES

At the end of the course, students will be able to:

I. Learn the dynamics of importing and exporting, and open doors to a wide
range of business opportunities.
II. Understand the important implications for entrepreneurial practice of an
import and export business.
III. Discuss the various policy instruments that government use to restrict imports
and promote exports.
IV. Be professionally competent both locally and globally
V. Develop the values of faith, zeal and community.

VII. COURSE OUTLINE TIME ALLOTMENT

PRELIM PERIOD
Introduction to International Marketing
International Marketing Definintion 2 Hours
Domestic vs. International Marketing
Modes of Entry In International Marketing
The Pros of International Marketing
Factors Influencing International Marketing
Theories and Concepts in International Trade 3 Hours
Classical Theories of International Trade
Balance of Payments
Protectionism
Current Trends in International Trade 4 Hours
World Trade Organization
Formation of Trade Blocs
The International Monetary Fund
Emerging Issues in International Trade

Part 1. Exporting
Introduction to Exporting 4 Hours
Rationale for Export
Importance of Export in the Philippines
Export Performance of the Philippines
Direction of Philippine Trade
Profile of Philippine Exporters
Getting Started in Exporting Business 5 Hours
Foregin Buyers’ Perception of Filipino Exporters
Modes of Venturing into Export Business
Measuring Export Potential
Identifying Products for Export
Selecting and Evaluating Export Market/ Research

MIDTERM PERIOD
Developing Products for the Foreign Market
The Physical Code Brand Names
Packaging Product Life Cycle
Support Services Product Line Alternatives
 Product Development Product and Company Image
Export Documentation and General Procedures
Documents Requirement
Export Procedures
Facilitators
Export Merchandiser and Buying Agent
Export Packing, Marking and Labeling
Export Packing
Export Marking
International Marking Systems for Pallets and Packages
Export Labelling
Export Distribution Channels
Distributions Defined
Channels of Distribution
Common Distribution Functions
Shipment
Organization of Ocean Transport
Ocean Freight Rates
Containerization
Air Transport
Air Freight Rates
Export Costing and Pricing
Definition and Significance of Price
Factors Affecting Price
Pricing Policies
Pricing Procedures
Costing Your Products for Exports
Pricing Strategies
Export Price Structure
Export Promotions
Promotion Defined
Promotional Methods
Promotional Material Defined
Preparation of Promotional Materials
Types of Promotional Materials
What is a Trade Fair?
Advantages of Fairs and Exhibitions
Tips in Effective Trade Fair Participation
Export Negotiations
Definition of Negotiation
Negotiation vs. Selling
Types of Negotiation
The Negotiation Process
Negotiation Strategies and Techniques
Negotiating Styles
How to Make a Business Offer
Getting Paid in the Export Business
Modes of Payment
Cash in Advance
Documentary Drafts for Collection
Open Account
Consignment Sales
The Letter of Credit
Types of Letter of Credit
Revocable/Irrevocable
Confirmed/Unconfirmed
Straight/Negotiable
Restricted/Unrestricted
At Sight and Usance
Government Support for Export
Department of Trade and Industry-International Trade Group
Bureau of Export Trade Promotions
Bureau of International Trade Relations
Center for International Trade Expositions and Missions
Foreign Trade Service Corps.
Garments and Textile Export Board
International Coffee Organization Certifying Agency
Product Development and Design Center of the Philippines
Philippine International Trading Corp.
Philippine Shippers Bureau
Bureau of Parents, Trademark and Technology Transfer

VII. COURSE REQUIREMENT

 Case Study

VIII. GRADING SYSTEM

CLASS STANDING
Attendance 10%
Recitation and Class Participation 10%
Seatwork/ Assignment/ Reaction Paper
Case Study/Clippings 40%
Quizzes 40%
100%
Grade Computation
PG = (CSX2/3)+(PRELIM EXAMx1/3)
MG = (CSx2/3)+(MIDTERM EXAMx1/3)
FG = (PG+MG+*FRATE)/3
*FRATE = (CSx2/3)+(FINAL EXAMx1/3)

IX. REFERENCES

Books
Esguerra, Renato and Luz Suplico (1998). Export Marketing: Going Global. Manila:
De La Salle Universirty Press Inc.
Favis-Villafuerte, Nelly. Exporting. NelVil International Trade Services.
How to Export: The Complete Procedural Guidebook. 3rd Ed. Sinagtala Publishers
Inc. (1994).
Website
Governemnt Links : e.g. www.dti.gov.ph

Prepared by:

The Faculty
Entrepreneurial Management

Approved by:

EPIFANIA D. ANFONE, Ph.D.

Dean, College of Business Administration