Kiss, Bow, or Shake Hands, Sales and Marketing: The Essential Cultural Guide—From Presentations and Promotions to Communicating and Closing

APPENDIX BDANGEROUS DIVERSIONS AND RELIABLE TRADE RESOURCES

International trade is so complicated that even experienced managers can get caught in global scams. Despite your product being sold and the buyer’s check clearing, you may be amazed at what can go wrong. Joanna Savvides, the former president of the World Trade Center of Greater Philadelphia, has seen a multitude of dubious practices. She offered this anecdote on one hazard involving “diverters.”

Pricing is always a sensitive issue—but in international markets, it is critical to establish careful, secure guidelines to protect your products.

Multinational firms often sell their products to their own subsidiaries in different countries. This is done via the “transfer price method,” which ...