1. Sell direct to customers.  Use an export firm in your country, which operates in India, to sell the products.  Find an Indian partner for a joint venture.  Find an Indian distributor (exclusive) or distributors (non-exclusive) to sell your products. 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: The objective What are the pros and cons of these four options? Are there any other options?

2. What do you know about India as a potential market for your product? What do you need to find out?

3. Population: Official Languages: GDP: GNI per capita: Number of engineering and technology graduates: Climate: Facts and figures about India 1,094,583,000 (figures vary) 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. annual growth rate of approximately 8% US $720 2,588,405 (2001 census) six types, ranging from desert through tropical rain forests to alpine

4. 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. IndicatorIndiaRegionOECD Documents for export (number)108.14.8 Time for export (days)2734.410.5 Cost to export (US$ per container)8641,236811 Documents for import (number)1512.55.9 Time for import (days)4141.512.2 Cost to import (US$ per container)1,2441,495883

5. 1 Indians like to get straight down to business in a meeting. Decide whether the following statements are true or false. 6 It is polite to refuse food and drink during meetings. 5 If you take a gift, make sure it is a big one and present it in both hands. 4 Use titles like Mr, Doctor or Professor wherever possible. 3 In meetings it is important to build trust and establish relations before starting a negotiation. 2 When there is disagreement, Indians express it directly. False True

6. What are the … Social Technological Economic Environmental Political … factors that would affect doing business in India?

7. In _________ of the increase in our volume of __________, I am writing to _________ whether you would be prepared to __________ credit terms of 60 days. Would you let us _________ your decision as soon as _________ ? With _________ to your request for improved credit __________, I am afraid that group __________ does not ___________ us to extend more than 30 days’ credit. view business extend know policy possible allow enquire terms regard Email type: a request a refusal 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.

8. __________ to your email of 17 July, we are pleased to agree to the __________ you propose, and we look __________ to receiving your order. May I __________ you that the sum of €101,000 is still ___________ on your account? We would appreciate your early ___________ of this outstanding __________. Further terms forward outstanding remind balance settlement Email type: an agreement a reminder 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.

9. We would like to __________ for the delay in sending the _________ cheque. This was unfortunate __________ due to circumstances beyond our __________, and we can assure you that it will not __________. We wrote to you on 11 April __________ the balance of €15,550 which is still __________. Unless we receive payment ___________ seven days, we shall have no ___________ but to pass the matter on to our ___________ department. enclosed control oversight reoccur regarding outstanding alternative within legal apologize Email type: an apology a final demand 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.